Director of Account Executives (SMB) (Position located in DC) (Hybrid)

About KnowBe4

Join the cybersecurity company that puts security first; literally and without compromise. At KnowBe4, our AI-driven Human Risk Management platform empowers over 70,000 organizations worldwide to strengthen their security culture and transform their workforce from their biggest vulnerability into their strongest security asset. As the undisputed industry standard with unusually high customer retention rates and recognition as a Leader by G2 and TrustRadius, we're not just providing security awareness training - we're redefining what it means to be a trusted security partner in an increasingly complex threat landscape.

Our team values radical transparency, extreme ownership, and continuous professional development in a welcoming workplace that encourages all employees to be themselves. Whether working remotely or in-person, we strive to make every day fun and engaging; from team lunches to trivia competitions to local outings, there is always something exciting happening at KnowBe4.

Arlington positions open to candidates located in the Washington, DC area.

The Director of Account Executives (SMB) is responsible for managing a team of Account Executives and maximizing all sales opportunities they are assigned. More specifically, this position will ensure that subordinates are meeting and/or exceeding their monthly sales quota by targeting new business as well as reactivating dark (lapsed) customer accounts. In addition, this position will work to employ best in class sales techniques to ensure the sales team delivers on its revenue goals on a monthly, quarterly and annual basis.

Responsibilities:

• Manage and coach a team of 12-15 Account Executives to develop a strong team of world class sales professionals

• Monitor the statistics for the Account Executives within the assigned territory

• Maintain an accurate pipeline for your team and conduct weekly pipeline reviews with all of your Account Executives to ensure forecast accuracy and sales goal achievement

• Support the Account Executives by assisting with closing deals by tags, handling customer objections, reactivating dark deals, and handling coaching plans and drilling as needed to improve skills

• Maintain accurate reporting and pipeline management

• Prioritize the workload and direct the activities of Account Executives

• Utilize data analytics and reporting tools to monitor key performance indicators (KPIs) and/or identify areas of improvement and provide actionable coaching and training to improve performance and productionDrive adoption of AI-powered sales technologies and platforms to optimize sales team productivity and insight-driven decision making

• Champion innovation in sales methodologies by identifying opportunities to streamline workflows and automate repetitive sales tasks using technology

• Be an expert on closing, negotiating, prospecting and other sales techniques that are necessary to be a top performer and consistently achieve sales quota

• Handle day to day needs of the sales team they manage

Minimum Qualifications:

• Prior 1+ years in sales management experience and 3+ years in closing sales role in IT, SaaS, or cybersecurity

• Associate's or Bachelor's degree in a relevant field strongly preferred

• Experience using advanced sales tools such as SalesLoft, Gong, Marketo, ZoomInfo, & Salesforce or others that leverage AI, automation, and machine learning

• Proficient understanding of compliance frameworks (SOC 2, HIPAA, etc)

• Leadership skills required, including the ability to provide dynamic coaching and strong mentorship, and building and maintaining a high-impact, mission-driven team through an environment of trust and collaboration

• Proven track record of sales success in similar SaaS environment, including mastery of closing techniques, discovery questions, prospecting, building rapport and other key elements of the sales cycle

• Strong verbal and written communications

Our Fantastic Benefits

We offer company-wide bonuses based on monthly sales targets, employee referral bonuses, adoption assistance, tuition reimbursement, certification reimbursement, and certification completion bonuses - all in a modern, high-tech, and fun work environment. For more details about our benefits in each office location, please visit www.knowbe4.com/careers/benefits.

Note: An applicant assessment and background check may be part of your hiring procedure.

Individuals seeking employment at KnowBe4 are considered without prejudice to race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, veteran status, gender identity, sexual orientation or any other characteristic protected under applicable federal, state, or local law. If you require reasonable accommodation in completing this application, interviewing, completing any pre-employment testing, or otherwise participating in the employee selection process, please visit www.knowbe4.com/careers/request-accommodation.

No recruitment agencies, please.