SGNL’s modern Privileged Identity Management system eliminates standing access to critical systems by granting and revoking contextual access in real time, drastically reducing the potential impact of a breach. By incorporating context-based intelligence, SGNL prevents attackers—leveraging compromised credentials or other means—from freely navigating cloud applications like Azure, AWS, GitHub, and Salesforce, as well as on-prem systems.
That’s why global enterprises and fast-growing mid-market companies alike are turning to SGNL to reduce their identity attack surfaces and secure critical systems. Founded in 2021, SGNL is backed by top security technology investors, including Cisco Ventures, Costanoa Ventures, Fika Ventures, M12/Microsoft's Venture Fund, Moonshots Capital, and Resolute Ventures. For more information about SGNL, visit https://sgnl.ai.
Candidates only, no recruiters please
About You
The Strategic Enterprise Development Representative plays a critical role in driving top-of-funnel activity for SGNL’s enterprise sales efforts. You will focus on identifying and engaging with key decision-makers at enterprise organizations, fostering relationships, and scheduling qualified meetings for our Account Executives. This role is ideal for someone who thrives on building rapport with senior stakeholders and navigating complex organizational structures while laying the foundation for long-term partnerships.
Qualifications
- 3-5 years of experience in a account management, sales, business development, or related customer-facing role within enterprise software markets
- Experience within the identity security industry and aptitude toward technical concepts is required
- Proven track record of success in meeting or exceeding account expansion and/or sales goals
- Strong communication and interpersonal skills, with the ability to build rapport with technical personas and position SGNL’s solutions effectively
- Self-motivated, proactive, and highly organized, with excellent time management and attention to detail
- Comfortable working in a fast-paced, dynamic environment with a willingness to learn and adapt to new challenges
- Proficiency with CRM systems (e.g., Salesforce) and sales engagement tools (e.g. Apollo, Hubspot, DemandBase, etc.); experience with LinkedIn Sales Navigator or similar prospecting tools is a plus
- A strong interest in identity security and technology, with a desire to grow into an enterprise sales role
- This role is based remotely, but will be expected to travel up to 6-8 weeks per year (12-15%) for all team meetups, offsites, and industry conferences
Responsibilities
- Proactively identify and engage senior decision-makers at large enterprise accounts (10,000+ employees), using a mix of targeted outreach and relationship-building strategies.
- Conduct research to deeply understand target organizations, their challenges, and how SGNL’s solutions align with their needs.
- Craft tailored tactics, messaging, and value propositions for outreach via email, phone, LinkedIn, on-site and virtual events, through partner and referral channels, and more.
- Manage inbound leads, qualifying and nurturing them to create a steady pipeline for the sales team, ensuring timely follow-up and clear communication with potential clients
- Collaborate closely with Account Executives to identify strategic opportunities within target accounts and to transition relationships seamlessly.
- Conduct initial discovery calls with prospective customers to understand their needs and qualify them for further engagement with Account Executives
- Maintain detailed records of all activities, prospects, and conversations in CRM systems to ensure visibility and coordination across the sales team.
- Collaborate with the Sales team on high-priority accounts and assist with strategic account research to identify potential pain points and business needs
- Develop a deep understanding of SGNL’s solutions, industry trends, and competitive landscape, continuously enhancing your sales skills and knowledge base
- Attend regular training and development sessions with senior sales leaders, demonstrating readiness to progress into an enterprise AE role over time
- Occasionally represent SGNL at industry events, conferences, and webinars to initiate conversations and build connections with enterprise prospects.
Additional Information
- Base salary range for this position: $90,000.00 - $160,000.00 per year*
- OTE will include 20% annual bonus based on performance to role-specific pipeline and revenue targets
- Eligible to participate in SGNL's Equity Incentive Plan
* Final offer will be at the company's sole discretion and determined by multiple factors, including years and depth of relevant experience and expertise, location, and other business considerations.
SGNL is excited to offer full-time employees the following, growing list of benefits:
- Health benefits (medical, dental, and vision)
- Paid Time Off
- Paid Sick Leave
- Latest Apple equipment (as of your joining date)
- Customizable home office package, including external monitor, desk, office supplies
- Amazon Kindle and books covered by SGNL
- Company board game socials
- Professional development programs (Both inside and outside of SGNL)
- Your choice of work environment (i.e. Work from Home, Work from an Office, Hybrid)
SGNL reserves the right to amend or modify for any reasons in accordance with applicable law.
Does this all sound exciting to you? Apply! Even if you don't meet 100% of the qualifications above, we encourage you to still apply because we know that the confidence gap and feeling like an imposter can stop truly amazing candidates and we want to speak with you. We’re excited to review your application and do not require a cover letter (unless you want to submit one).
Not located where the job is posted? Still apply! Our HQ is located in Palo Alto, CA but our people don’t have to be since we’re remote, hybrid, or in-person friendly. We offer a competitive salary, an employee equity plan, 3 weeks of PTO (with an additional week for each year of service), and health coverage.
SGNL is committed to a diverse and inclusive workforce. We want to celebrate what you bring to our team and know we can always get better. SGNL is an equal opportunity employer and does not discriminate on the basis of race, ethnicity, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status. We are also committed to ensuring equal opportunity in employment for qualified persons with disabilities. Please email [email protected] or discuss with your recruiter if you require any reasonable accommodations throughout the recruiting process.
Quick video introducing our product
Want to see what all the hype is about? Check out this quick preview of the SGNL system and our approach to modern privileged identity management.
Top Skills
What We Do
SGNL was founded in 2021 by product and engineering leaders from companies such as Google, Okta, and Microsoft to push the boundaries of what is possible in the enterprise authorization space. We help enterprise companies to make sense of access to sensitive information and ensure the trust of their customers.
SGNL offers an integrated access service for organizations to have a single pane to manage authorization based on role, context, and justification, remediate authorization requests, and prevent anomalous user behavior through modeling expected user behavior across applications.
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