Job Description Role Overview: As a Senior Enterprise Account Executive at CyberArk, you are responsible for driving new business and expanding existing accounts within your territory. As a trusted advisor to customers you will lead complex sales cycles, orchestrate cross-functional teams, and deliver CyberArk’s Identity Security solutions in a way that creates lasting business impact for enterprise customers. This is a consultative sales role, not product pitching, requiring you to uncover business problems, map them to CyberArk’s value, and drive outcomes through a strategic engagement approach. You will work with internal and external partners and leverage AI-enabled sales tools to engage, influence, and win. Key Responsibilities Ownership of Full Sales Cycle & Forecasting: Lead end-to-end sales processes, from prospecting and qualification through to close, ensuring alignment with customer business outcomes and CyberArk’s value proposition, with full accountability for quota attainment. Own and manage pipeline and forecast with rigor; apply structured methodologies like MEDDPICC and leverage tools (Salesforce, Clari, Gong, Demandbase) to drive pipeline health, deal progression, and forecasting accuracy. Drive business outcomes with a strong bias for action across negotiation, procurement, and day-to-day business operations. Deliver Business Outcomes Through Consultative Selling: Understand customer priorities and translate CyberArk’s platform into tangible business value and technical relevance. Lead with insights, not features—this is a solution-led, outcome-driven role. Build Executive and Multi-Level Relationships: Engage and influence stakeholders at multiple levels including CxO, security leaders, procurement, and technical teams. Develop champions and foster account trust that supports long-term growth and expansion. Orchestrate the Broader Sales Team: Collaborate closely with Solution Sales Specialists and internal teams to penetrate new areas and co-sell across CyberArk’s portfolio. Take ownership of the deal strategy while leveraging specialist knowledge and support resources. Work Across the Ecosystem: Drive collaboration with channel partners, GSIs, hyperscalers, and alliances to extend reach and strengthen execution. Co-create plans with ecosystem partners that support joint pipeline growth and account penetration. Territory Planning and Execution: Own your territory strategy and build comprehensive account plans for key targets. Identify whitespace, drive expansion, and ensure alignment with CyberArk’s growth goals. Use of AI-Enabled Sales Tools: Leverage tools like Gong and Demandbase to extract insights, personalize outreach, and increase sales productivity. Market Insight and Domain Knowledge: Stay on top of cybersecurity trends, competitor movements, and customer challenges to position CyberArk as a strategic partner. [CG1] Emphasize trusted advisor