Enterprise Account Executive, OT Cyber Resiliency (West US)
Role Overview
Verge Management Group is conducting a retained search on behalf of a confidential client, a venture-backed software company bringing OT cyber resiliency to industrial control systems across manufacturing, oil and gas, and critical infrastructure. They're hiring a West US enterprise account executive to sell into asset owners, from first conversation through signature. The Role Somewhere in a plant right now, a controller is running code nobody has a clean copy of. When it fails, the recovery plan is a laptop, a USB stick, and a prayer that the guy who wrote it still works there. This client built a platform to end that. Visibility, change control, backup, and disaster recovery for the code living on PLCs, HMIs, and SCADA systems, across every major vendor on the floor. The pitch lands with two buyers at once: the controls and operations leaders who eat downtime for breakfast, and the OT security leaders now on the hook for cyber resiliency. Same product, two budgets. That's a good problem to have. You'll own the western United States. Build the territory, self-generate pipeline, run the full enterprise cycle, and close new logos while expanding the accounts already in the door. There is not a warm book waiting for you. If you need one, this isn't your posting.
The Mission
What You'll Actually Do
- ·Own the West US territory end to end: prospecting, discovery, technical evaluation, negotiation, close, and expansion
- ·Self-generate pipeline through account-based outreach into manufacturing, energy, and critical infrastructure asset owners. Inbound helps. It won't carry your number.
- ·Sell to plant managers, controls engineering leaders, VPs of Operations, and OT security and CISO organizations, often in the same deal
- ·Run multi-stakeholder enterprise cycles with procurement, legal, and IT security in the loop, and keep them moving
- ·Keep the CRM honest: forecast, stage, next step. Happy ears get found out here.
- ·Bring field intelligence back to product and marketing. Early stage means your notes actually change the roadmap.
- ·Travel across the territory for site visits, executive meetings, and industry events. [travel % to be confirmed]
Relevant Skills and Experience
What You Need to Bring
- ·5+ years closing enterprise software deals, with quota attainment you can defend line by line
- ·A track record selling into industrial environments: manufacturing, oil and gas, utilities, food and beverage, automotive, or similar. Industrial SaaS, OT cybersecurity, MES, and automation software backgrounds all count.
- ·Enough fluency to hold a room of controls engineers. You should know what a PLC, HMI, and SCADA system do, why Rockwell, Siemens, and Schneider environments differ, and why "just back it up" is harder than it sounds on a plant floor.
- ·Comfort selling to both operations and security. Bonus if you've sold OT security or cyber resiliency and can speak to IEC 62443 or NIST CSF without reading off a slide.
- ·Startup wiring. Self-directed, fine with ambiguity, allergic to waiting for instructions.
- ·MEDDIC, Challenger, Sandler, or similar. Useful. Not a substitute for a closed-won history.
- ·Based in the Pacific or Mountain time zone, close to a major airport
Job Summary
VMG guarantees strict confidentiality for all applicants.