Account Executive – Cybersecurity & Risk Assurance
The Account Executive – Cybersecurity & Risk Assurance is responsible for originating, managing, and closing complex B2B sales opportunities for Sensiba's assurance and advisory services, with a primary focus on ISO/IEC 27001 certification, SOC 1, and SOC 2 engagements. The role requires a strong understanding of information security frameworks, regulatory drivers, and enterprise risk management concepts, combined with advanced consultative selling capability.
Department: Growth
Location: Australia
Compensation: $80,000 - $100,000 / year
Key Responsibilities
Sales & Revenue Generation
* Own and manage the full sales lifecycle for cybersecurity and risk assurance engagements, from initial prospecting and qualification through proposal development, negotiation, and contract execution.
* Consistently achieve or exceed assigned revenue targets through a combination of inbound lead conversion and proactive outbound business development.
* Develop and maintain a robust and accurately forecasted sales pipeline using CRM systems and established sales methodologies.
Consultative & Technical Selling
* Confidently articulate the value, scope, and outcomes of ISO/IEC 27001, SOC 1, and SOC 2 services, including differences in reporting types, control frameworks, readiness versus certification engagements, and ongoing compliance requirements.
* Conduct in‐depth discovery sessions to understand client environments, risk profiles, regulatory pressures, customer demands, and internal governance structures.
* Translate complex technical and regulatory concepts into clear, business‐relevant insights for executive and non‐technical stakeholders.
* Position Sensiba as a trusted advisor by aligning assurance services with broader business, security, and risk management objectives.
Stakeholder & Relationship Management
* Build and sustain long‐term relationships with senior decision‐makers and influencers across client organisations.
* Navigate complex, multi‐stakeholder buying groups, balancing technical requirements with commercial and strategic considerations.
* Partner closely with internal delivery teams to ensure accurate scoping, feasibility, and alignment between sales commitments and service delivery.
Proposal, Contracting & Commercial Management
* Lead the development of tailored proposals, Statements of Work (SOWs), and pricing structures that reflect client needs, regulatory scope, and Sensiba's delivery model.
* Manage contract negotiations in collaboration with legal and finance teams, ensuring commercial, risk, and compliance considerations are appropriately addressed.
* Ensure a seamless handover from sales to delivery, maintaining accountability for client experience through the early stages of engagement.
Market & Industry Contribution
* Maintain up‐to‐date knowledge of cybersecurity, risk assurance, and compliance standards, including changes to ISO standards, SOC reporting expectations, and related regulatory trends.
* Provide market intelligence and client feedback to inform go‐to‐market strategy, service development, and marketing initiatives.
* Represent Sensiba professionally in external meetings, industry events, webinars, and client forums.
Systems, Process & Governance
* Maintain accurate and timely records of sales activities, pipeline status, and client communications within CRM and sales enablement tools.
* Adhere to Sensiba's internal governance, risk, and compliance requirements, including ethical sales practices and data confidentiality obligations.
* Contribute to the continuous improvement of sales processes, templates, and best practices within the revenue organisation.
Skills, Knowledge and Expertise
Education & Professional Background
* Bachelor's degree in business, finance, accounting, information systems, cybersecurity, or a related discipline (or equivalent professional experience).
* Demonstrated experience in B2B consultative sales, preferably within professional services, assurance, cybersecurity, risk, or compliance‐focused environments.
Technical & Industry Knowledge
* Strong working knowledge of one or more of the following: ISO/IEC 27001, SOC 1, SOC 2, Information Security Management Systems (ISMS), and Governance, Risk and Compliance (GRC) concepts.
* Ability to engage credibly with highly technical cybersecurity and risk professionals while also influencing executive‐level stakeholders.
Sales & Commercial Competencies
* Proven ability to manage complex, multi‐stage sales cycles involving multiple decision‐makers.
* High level of commercial acumen, including pricing strategy, margin awareness, and revenue forecasting.
* Advanced negotiation, presentation, and written communication skills.
Professional Attributes
* Highly self‐motivated, accountable, and able to operate effectively with minimal supervision.
* Strong organisational skills with the ability to manage competing priorities and deadlines.
* Demonstrated professional judgement, discretion, and integrity when handling confidential and sensitive client information.
* Collaborative mindset with the ability to work cross‐functionally in a matrixed organisation.
ADDITIONAL REQUIREMENTS
* Limited domestic or international travel may be required (typically less than 10%), including occasional overnight travel.
* Ability to work standard business hours with flexibility to accommodate client time zones and executive availability.
Compensation & Benefits
This role offers a competitive base salary along with a comprehensive benefits package. Salary ranges for U.S.-based positions are determined by geographic location and fall into one of three pay zones, which reflect the cost of labor in that area. The anticipated salary ranges for this position are outlined below and are subject to change:
* $80,000.00 - $100,000.00 AUD
When determining compensation, we consider a variety of factors such as a candidate's professional experience, skills, and qualifications. Please note that final offer amounts may vary from the ranges listed above and may be adjusted over time.
There are many reasons to join the Sensiba team: generous benefits, competitive compensation, professional advancement opportunities, and above all — our people. If you're looking for an environment that offers you growth, success, and professionalism without compromising your family, passions, and life outside of work, apply today!
Sensiba has a robust offering of benefits, including:
* Comprehensive Health Coverage – Medical, dental, and vision.
* Retirement & Financial Planning Support – 401(k) with match, financial wellness programs.
* Generous Paid Time Off – Vacation, sick time, holidays, parental leave and volunteer days.
* Flexible Work Arrangements – Hybrid or remote options, flexible hours.
* Performance-Based Bonus – Recognition for your contributions through discretionary bonuses.
* Professional Development Opportunities – Tuition reimbursement, certifications, mentorship.
* Career Growth & Internal Mobility – Clear paths for advancement and role transitions.
* Inclusive & Supportive Culture – DEI initiatives, employee resource groups, wellness programs.
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