Enterprise Account Executive, OT Cybersecurity (Midwest)
Role Overview
Industrial automation code runs everything and is protected by almost nothing. No version history. No backup. No recovery plan. Our client built the platform that fixes that, and CISOs have noticed. That shift changed who buys. Deals that used to start with a controls engineer now start with a security team asking about cyber resiliency, disaster recovery, and compliance. This role exists because selling into that room takes more than SaaS sales polish. It takes someone who has actually worked OT security deals and knows why an air-gapped Purdue Level 2 environment makes a CISO nervous. You will own a Midwest territory dense with the exact accounts this platform was built for: automotive, food and beverage, heavy manufacturing, energy. Full sales cycle, enterprise deal sizes, real greenfield.
The Mission
- ·Run the full enterprise cycle from first outreach through negotiation and close. Multi-stakeholder, multi-site deals involving OT security, controls engineering, and operations leadership.
- ·Self-generate pipeline. Territory plans, account-based outreach, and expansion within existing customers. This is an expectation, not a bonus activity.
- ·Lead security-driven conversations. When a CISO asks how the platform maps to IEC 62443 or supports NERC CIP evidence, you answer credibly before bringing in an SE.
- ·Team-sell with SDRs, Solutions Engineers, and Customer Success to move deals from pilot to enterprise-wide rollout.
- ·Keep the CRM honest. Accurate forecasting and deal hygiene, every week.
Relevant Skills and Experience
- ·7+ years of enterprise B2B sales with at least part of it selling OT or ICS cybersecurity: platforms like Claroty, Dragos, Nozomi, or adjacent OT security tooling.
- ·Working fluency in IEC 62443, NERC CIP, and NIST CSF. You do not need to be an auditor. You need to survive the conversation.
- ·Real understanding of PLC and SCADA environments, the Purdue Model, and why plant-floor buyers and security buyers speak different languages.
- ·A track record of closing six and seven figure deals across long, multi-threaded cycles.
- ·Based in the Midwest with the ability to be on-site with plants and prospects in the region.
Job Summary
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