Commercial Account Executive

Overview

In this role you will retain and grow a portfolio of about 100 existing customers, driving cross-sell and upsell of Tufin solutions. You will build strategic account plans, maintain a qualified pipeline, and deliver reliable revenue forecasts. A proactive, consultative seller, you will engage technical, business and executive stakeholders and collaborate with cross-functional teams to ensure retention and expansion. The opportunity centers on shaping customer value through deep platform understanding and scalable partner engagement, contributing to company growth and customer success.

Responsibilities

• Retain and grow revenue across ~100 existing accounts
• Develop strategic account plans addressing stakeholders, priorities, risks, and expansion opportunities
• Build and maintain a strong pipeline for upsell and cross-sell across the Tufin portfolio
• Generate opportunities via outreach, digital prospecting, partner engagement, and ABM activities
• Understand Tufin’s platform, capabilities, and customer use cases
• Present to technical, business, and executive stakeholders
• Navigate complex sales cycles with technical validation, procurement, and legal approvals
• Collaborate with Customer Success, SE, Professional Services, Marketing, Legal, and others
• Maintain accurate forecast with outcomes, criteria, steps, risks, and close dates
• Maintain complete CRM data in Salesforce and track deal stages

Key requirements

• Minimum three years selling enterprise software or tech solutions
• At least two years of direct, quota-carrying sales experience
• Cybersecurity sales experience preferred
• Track record of meeting/exceeding revenue targets
• Ability to forecast revenue, manage pipeline, and maintain CRM discipline
• Clear communication of deal status, risks, and next steps in forecasts
• Proficiency with Salesforce and other sales platforms
• Experience developing account plans, mapping stakeholders, navigating complex buying structures
• Experience working with channel partners
• Structured sales qualification methodology
• Strong business judgment, accountability and urgency
• Excellent collaboration, communication skills
• Willingness to travel as required

• strong collaboration
• customer-centric mindset
• proactive after-action review and accountability
• Salesforce
• sales engagement platforms
• forecasting and pipeline management

…