POSITION DESCRIPTION

Senior Account Executive

A new business role winning new logos across a range of industries, taking security leaders on a multi-year journey to security maturity with SecurityOS.

PURPOSE OF THE ROLE

MyCISO is transforming how security leaders manage their security programs. We are a fast-growing SaaS company helping CISOs and their teams build security resilience with clarity and control. Our platform, SecurityOS, is used by customers across ANZ and is expanding globally.

This is a hunter role focused on winning new logos. You will drive new business across a range of industries, using your platform, industry and security knowledge to target high-potential prospects and qualify rigorously. You will deliver new logo wins every quarter and position MyCISO as a credible, trusted voice in the market. You will report to the Chief Revenue Officer and work closely with the Security Architect, Product and Marketing teams.

The role is hybrid, 3 days per week in person, more as required.

MAJOR ACCOUNTABILITIES

Current Business Development

Win new logos across a range of industries, generating opportunities by helping prospects picture what a SecurityOS-driven security program could look like and the business cost of a breach. Take new customers on a three-year journey to security maturity with a clear land-and-expand value proposition. Own each new account for its first year, from initial close through to the next expansion sale, before handing over to account management.

Solution Positioning

Work alongside the Security Architect, Product and Marketing to demonstrate and communicate MyCISO’s value proposition, tailoring the message to multiple personas including IT managers, CIOs, CISOs, GRC managers, executives and Board members. Use SPIN, Challenger or other effective methodologies to uncover the business case for change and evangelise new technologies, regulation and approaches. Prepare business cases, proposals, presentations, negotiation plans, tender and RFI responses with close attention to detail.

Opportunity Progression and Deal Management





Drive opportunities through the sales cycle using strong qualification and a disciplined sales process, securing customer buy-in at each key milestone. Understand and address objections through active listening, position MyCISO’s differentiators as a critical part of the customer’s business case and apply strong negotiation skills at every stage to close deals. Manage multiple accounts and opportunities concurrently with effective organisation.

Pipeline, Forecasting and Record Keeping

Keep Salesforce accurate and up to date with deal progress, account information and next steps so the pipeline supports reliable forecasting. Set clear agendas for every meeting and complete timely, relevant follow-up after each customer and prospect engagement. Forecast expected revenue accurately in sales meetings and bring significant opportunities to the leadership team through the agreed big deal review process.

Voice of the Customer

Be the voice of customers and prospects with internal teams, communicating their requests to Product and Engineering so the roadmap reflects real customer priorities. Maintain customer satisfaction at every point of the sales cycle and post-sale through ongoing, effective engagement, and contribute to the continuous improvement of MyCISO’s sales processes and cadence.

OUTCOMES AND MEASURES

- New Annual Recurring Revenue (ARR) delivered in line with prescribed quota.
- Net new logos delivered every quarter.
- Weekly call, meeting and pipeline addition KPIs consistently achieved.
- Delivery accurate forecasts of new business.

PROFESSIONAL SKILLS, QUALIFICATIONS AND EXPERIENCE

- Proven B2B SaaS or technology sales experience,



with a track record of meeting or exceeding targets through direct and channel-driven revenue.
- Knowledge of structured sales methodologies such as Challenger, Solution Selling, SPIN and MEDDIC.
- Excellent communication and presentation skills, with the ability to influence and negotiate at executive and Board level.
- Experience preparing business cases, proposals, tender and RFI responses.
- Ability to manage multiple customers and stakeholders with a high level of organisation and attention to detail.
- Proficiency with Salesforce.
- A good understanding of security solutions and SaaS business models.

PERSONAL ATTRIBUTES AND INTERPERSONAL SKILLS

- Results-driven, with a consultative, solution-based approach to uncovering new opportunities through structured discovery or a trusted network.
- Confident presenting to customers and discussing use cases that help them overcome their security challenges.
- Energetic and engaging, able to motivate and positively influence customers and colleagues.
- Strong operational discipline, with a goal-oriented mindset and exceptional organisational skills.
- Proactive and decisive, quick to act on opportunities and address challenges with pace and precision.
- Patient and persistent through long, multi-stakeholder buying cycles, while keeping deals moving.
- Balances creativity with structured execution to deliver consistent results in a fast-paced environment.

CORE VALUES

- Speak Straight: Say it early, say it respectfully.
- We Before Me: Win together.
- Own the Outcome: Outcomes are our currency.
- Dig Deeper: Find and solve the root cause.
- Disciplined Focus: Avoid shiny things, do fewer things well.

HEALTH AND SAFETY RESPONSIBILITIES

All employees are responsible for ensuring the health, safety and welfare of all employees and others in the workplace:

- Comply with WHS legislation.
- Work in accordance with safe working practices.
- Ensure that any hazard or injury is reported to your manager.
- Apply environmental awareness in the daily peformance of duties.

📌 Senior Account Executive (Sydney)
🏢 MyCISO
📍 Sydney