Account Executive

Overview

You sell EasyDMARC's email authentication platform to IT directors, CISOs, and compliance teams at mid-market to enterprise companies. You're helping them prevent email spoofing and phishing attacks by implementing DMARC, SPF, and DKIM protocols. Most of your time is spent educating prospects on email authentication standards, running technical discussions with IT teams, and coordinating multi-stakeholder deals that involve security, IT operations, and sometimes legal/compliance.

Role Snapshot

Company Context

Stage: Growth stage (128 employees, CCO with exit experience suggests Series B/C maturity)

Size: 128 employees

Growth: Actively hiring for key commercial roles under new CCO with 3 exits

Market Position: Challenger in email security - competing against larger players and DIY approaches. DMARC is increasingly mandatory due to compliance requirements (HIPAA, PCI-DSS, Google/Yahoo email sender requirements).

GTM Reality

Pipeline Sources:

• 40% Inbound - companies researching DMARC compliance after being flagged by email providers or failing audits. Quality varies - some tire-kickers, some urgent compliance deadlines.
• 40% Outbound - cold outreach to IT/security directors at companies in regulated industries (healthcare, finance, insurance, government). You're often introducing the concept of DMARC to people who know they have email security issues but don't know the technical solution.
• 20% MSP/Reseller partners - channel partners who need DMARC for their client base.

SDR/AE Structure: Likely shared SDR pool or hybrid self-sourcing given company size. At 128 people, expect to generate some of your own pipeline.

SE Support: Likely shared SE resources for technical proof-of-concepts and implementation scoping. You'll need to handle initial technical discovery yourself.

Competitive Landscape

Main Competitors: Proofpoint, Mimecast, Valimail, dmarcian, plus in-house/DIY implementations by larger IT teams

How They Differentiate: "Easy" positioning suggests simpler setup vs enterprise competitors, lower price point than Proofpoint/Mimecast, more automated than DIY approaches. Focus on MSP/reseller channel indicates multi-tenant capabilities.

Common Objections: "We can set up DMARC ourselves" (from sophisticated IT teams), "We already have email security" (confusing DMARC with spam filters), "This seems expensive for just email authentication," price comparison to larger suites from Proofpoint/Mimecast.

Win Themes: Faster implementation than DIY, less complex than enterprise suites, proven ROI through reduced phishing incidents, compliance checkboxes (especially after Google/Yahoo mandated DMARC for bulk senders in 2024).

What You'll Actually Do

Time Breakdown

Prospecting (25%) | Active Deals (45%) | Technical Discovery/Demos (20%) | Internal (10%)

Key Activities

• Cold Outreach to IT/Security Leaders: You're calling and emailing IT directors, security managers, and compliance officers. You're often educating them on why DMARC matters - many don't know what it is. Expect lots of "send me information" responses and slow follow-up.
• Running Technical Discovery Calls: You dig into their current email infrastructure - who sends email on their behalf (marketing tools, HR systems, third parties), what authentication they have today (usually nothing or partial SPF). This gets into DNS records, email headers, and technical implementation details. You need to understand this stuff well enough to ask good questions.
• Coordinating Multi-Stakeholder Deals: A typical deal involves IT operations (who manage DNS), security (who care about phishing), compliance (who need audit evidence), and sometimes legal (for policy sign-off). You're scheduling separate calls with each group, then trying to get them in the same room for decisions. Deals stall when one stakeholder ghosts or deprioritizes.
• Managing Technical POCs: Prospects want to see DMARC reports for their domain before buying. You coordinate a limited deployment, then review weekly reports showing what email sources are legitimate vs. suspicious. This phase takes 4-8 weeks and requires ongoing follow-up to keep momentum.

The Honest Reality

What's Hard

• Education-Heavy Sales: You're teaching most prospects what DMARC is and why it matters. This means longer cycles and more "not a priority right now" responses. When there's no burning platform (like a recent phishing attack or failed audit), deals drag.
• Technical Credibility Required: You're talking to IT and security people who will test your knowledge. If you can't speak semi-fluently about DNS, SPF records, DKIM signatures, and email authentication flows, you lose credibility fast. Expect to study technical documentation.
• Multi-Stakeholder Coordination: Getting IT, security, compliance, and sometimes marketing (who send bulk email) aligned is slow. One person going on vacation can stall your deal for a month. Most of your pipeline will slip at least one quarter.
• Competitive Displacement: Larger companies often already have Proofpoint or Mimecast. You're either selling to smaller companies who DIY'd it badly, or trying to displace "good enough" solutions with a better/cheaper option. That's a harder sell than greenfield.

What Success Looks Like

• Closing 1-2 mid-market deals per month ($15K-50K ACV) with 2-3 month cycles
• Building a pipeline of 3-4X your quota because deals slip frequently
• Getting comfortable running technical discovery without an SE on every call
• Developing repeatable email/call sequences for IT/security personas that get responses

Who You're Selling To

Primary Buyers:

• IT Directors / VP IT Operations (budget holder, cares about operational burden)
• CISOs / Security Managers (care about phishing/spoofing risk, audit compliance)
• Compliance Officers (need DMARC checkboxes for HIPAA, PCI-DSS, SOC 2)

What They Care About:

• IT Operations: How hard is implementation? Do we need to change DNS records for every email sender? What breaks if we enforce DMARC too aggressively? Ongoing maintenance burden?
• Security: Are we vulnerable to email spoofing? Can attackers impersonate our domain? What's our DMARC compliance posture for audits?
• Compliance: Do we meet regulatory requirements? Can we prove email authentication to auditors? What's the audit trail?

Requirements

• 3-5 years selling technical B2B software (security/infrastructure preferred)
• Comfortable talking to technical buyers (IT, security) - you need to learn DNS, email protocols, and authentication standards
• Experience with consultative, multi-stakeholder deals (3-6 month cycles)
• Track record hitting $600K+ quotas in mid-market/enterprise segments
• Based in US East Coast or London (suggesting in-office/hybrid expectation)
• Willingness to self-source some pipeline through cold outreach