Enterprise Account Manager SLED at BeyondTrust - Grow in Cyb in Columbus
Career & Market Insight
This is a senior individual-contributor field sales role targeting the SLED (State, Local, and Education) public sector — a specialized and highly competitive vertical in enterprise cybersecurity. The 8+ year experience requirement and "prior SLED experience required" signal this is not an entry-level or mid-career stepping stone.
Compensation context: No salary is listed, but Enterprise Account Managers at BeyondTrust and comparable cybersecurity SaaS firms (CyberArk, Delinea, SailPoint) in this segment typically earn a base of $120,000–$160,000 with OTE (on-target earnings) of $240,000–$320,000+, depending on quota and territory size. SLED specialists often command a premium due to the niche procurement expertise required.
Skills you'll develop:
- Privileged Access Management (PAM) — one of the fastest-growing cybersecurity categories
- Complex government/education procurement cycles (RFPs, cooperative contracts)
- Channel-led and partner-influenced selling motions
- Salesforce CRM and sales forecasting discipline
Green flags: BeyondTrust has a strong brand (Fortune 100 customers, 20,000+ clients), and identity security is a board-level priority — deal sizes and career leverage are high. The role offers autonomy in territory management.
Red flags: No salary transparency, no mention of equity or benefits detail, and the SLED vertical has longer sales cycles and lower urgency than commercial. Ramp time can be 6–12 months before meaningful commission kicks in.
Headquarters: Remote Chicago, IL | Remote Detroit, MI | Remote Columbus, OH | Remote Indianapolis, IN
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
Identify, generate, qualify, and close new business for customers and prospects in a defined territory. Responsible for managing the full sales lifecycle, building the go-to-market plan (including direct and indirect business).
LOCATION: This is a remote role but due to accounts/territory covered, candidates need to reside in the Great Lakes region (IL, MI, OH, IN, WI), ideally near an airport for ease of travel.
Customer Segment: Higher Education (Public Sector)
What You'll Do
- Develop new and existing accounts within defined territory. Prior SLED experience required.
- Establish and deliver a sales strategy which outlines a roadmap to quota attainment
- Sales forecasting, lead generation, prospecting, and strategic relationship development
- Upsell new products to existing customers
- Work with assigned Account Executive – Enterprise Assists to intelligently cover and proactively hunt for add-on opportunity within territory
- Maintain whitespace for all focus customers
- Partner closely with Vice President, SEs, PMs, and wider POD to deliver strategic goals
- Align with Channel team and Channel Partners to deliver value to customers and BeyondTrust wherever possible
- Align with SDR team to proactively cover your total addressable market (focus and non-focus territory accounts)
- Attend corporate trade shows and events
- Maintain sales pipeline activity in Salesforce
- Schedule and conduct product demonstrations and detailed presentations to prospects, customers, and partners
- Lead RFP responses for your accounts
What You'll Bring
- Must be located in the territory covered (Great Lakes region: IL, MI, OH, IN, WI)
- Bachelor's degree
- 8+ years' sales experience with a demonstrated track record of consistently meeting or exceeding annual quota
- Experience with enterprise software, IT services, SaaS, IoT, or related managed services sales to global organizations
- Experience with Salesforce
- Able to command sales message and sale
- Experience leveraging the channel to drive business
- Excellent communication skills
- Ability to travel within region
Nice To Have
- Prior experience selling PAM software solutions
- Completed 2 professional sales training courses (Sandler, SPIN, DISC, TAS, or Miller)
- Strategic Account Management experience
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 BeyondTrust
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.
To apply: https://weworkremotely.com/remote-jobs/beyondtrust-enterprise-account-manager-sled-1
Frequently Asked Questions
Is this role truly remote or do I need to go into an office?
What does SLED experience mean and why is it required?
What is the compensation range for this position?
Do I need experience with Privileged Access Management (PAM) software to apply?
Which states are included in the territory for this role?
