Identity Security Sales Specialist

BeyondTrust is a place where you can bring your purpose to life through the work that you do, creating a safer world through our cybersecurity SaaS portfolio. Our culture of flexibility, trust, and continual learning means you will be recognized for your growth, and for the impact you make on our success. You will be surrounded by people who challenge, support, and inspire you to be the best version of yourself. The Role We are seeking a high-performing Commercial Identity Security Sales Specialist to drive net-new revenue for BeyondTrust’s Entitle solution within a defined U.S. territory. This is a strategic hunter role focused on acquiring and expanding commercial accounts within complex, multi-stakeholder environments. In addition to owning direct sales opportunities end-to-end, this role will operate in an overlay capacity across other Commercial Account Executives’ territories. You will serve as the Identity Security subject matter expert, partnering with aligned sellers to identify, influence, and close opportunities where Entitle is a strategic fit. Success in this role requires strong cross-functional collaboration, influence without authority, and the ability to drive urgency across a matrixed sales organization. Entitle is a foundational component of BeyondTrust’s privilege-centric Identity Security strategy, enabling organizations to eliminate excessive and standing privileges—commonly referred to as Paths to Privilege™—across cloud and hybrid environments. You will lead consultative engagements that help organizations reduce their attack surface through least-privilege and just-in-time access models while maintaining operational efficiency. What You’ll Do Own and execute a strategic territory plan focused on net-new commercial acquisition. Drive full-cycle sales motions from prospecting through close within your assigned accounts. Operate as an overlay specialist across aligned Commercial Account Executives, identifying and advancing Entitle opportunities within their territories. Build strong internal partnerships with Commercial AEs to create joint account plans and pipeline acceleration strategies. Generate pipeline through proactive prospecting, executive outreach, partner collaboration, and targeted account strategies. Lead complex, multi-threaded sales engagements within commercial organizations. Engage C-level and senior security stakeholders (CISO, CIO, VP Security, Cloud Security leaders) in outcome-driven security conversations. Deliver consultative discovery centered on privilege risk reduction, identity governance, and cloud security posture. Coordinate cross-functional resources (Sales Engineering, Channel, Marketing, Professional Services, Customer Success) to accelerate deal progression and ensure successful outcomes. Develop compelling business cases and ROI-driven proposals aligned to customer security initiatives. Accurately forecast and manage pipeline using Salesforce, maintaining disciplined deal inspection and territory hygiene. Consistently meet and exceed quarterly and annual revenue targets across both direct and overlay motions. Represent the company at industry events, executive briefings, and partner engagements. What You’ll Bring 5+ years of experience selling commercial SaaS, cybersecurity, or cloud security solutions. Experience operating in both direct quota-carrying and overlay/specialist sales models. Demonstrated success closing complex deals in competitive markets. Proven ability to influence peer sellers and drive alignment across a matrixed sales organization. Experience selling into security organizations and engaging C-level stakeholders. Strong understanding of Identity & Access Management (IAM), Privileged Access Management (PAM), Cloud Security, Endpoint Security, or related domains. Skilled in consultative selling, executive alignment, and value-based positioning. Experience building and executing territory and account-based sales strategies. Proficiency with Salesforce (SFDC) and disciplined forecasting practices. Exceptional communication, negotiation, and stakeholder management skills. High integrity, resilience, and comfort operating in a performance-driven environment. Better Together Diversity. Inclusion. They’re more than just words for us. They are the guiding values of how we build our teams, cultivate leaders, and create a culture where people feel connected. We take care of our employees so they can take care of our customers. Customers who come from all walks of life just like us. We hire incredible people from diverse backgrounds because when we are different together, we are stronger together. About Us BeyondTrust is the global identity security leader protecting Paths to Privilege™. Our identity-centric approach goes beyond securing privileges and access, empowering organizations with the most effective solution to manage the entire identity attack surface and neutralize threats, whether from external attacks or insiders. BeyondTrust is leading the charge in transforming identity security to prevent breaches and limit the blast radius of attacks, while creating a superior customer experience and operational efficiencies. We are trusted by 20,000 customers, including 75 of the Fortune 100, and our global ecosystem of partners. Learn more at www.beyondtrust.com . #LI-JC1