Principal Account Executive Lisboa

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Overview

About Cyber
Ark: Cyber
Ark (NASDAQ: CYBR), is the global leader in Identity Security. Centered on privileged access management, Cyber
Ark provides the most comprehensive security offering for any identity – human or machine – across business applications, distributed workforces, hybrid cloud workloads and throughout the Dev
Ops lifecycle. The world’s leading organizations trust Cyber
Ark to help secure their most critical assets. To learn more about Cyber
Ark, visit our Cyber
Ark blogs or follow us on X, Linked
In or Facebook.

Job Description

As an Principal Account Executive at Cyber
Ark, you are responsible for driving new business and expanding existing accounts within your territory. As a trusted advisor to customers you will lead complex sales cycles, orchestrate
- functional teams, and deliver Cyber
Ark’s Identity Security solutions in a way that creates lasting business impact for enterprise customers. This is a consultative sales role, not product pitching, requiring you to uncover business problems, map them to Cyber
Ark’s value, and drive outcomes through a strategic engagement approach. You will work with internal and external partners and leverage AI-enabled sales tools to engage, influence, and win.

• Ownership of Full Sales Cycle & Forecasting: Lead
  -
  - end sales processes, from prospecting and qualification through to close, ensuring alignment with customer business outcomes and Cyber
  Ark’s value proposition, with full accountability for quota attainment.
• Own and manage pipeline and forecast with rigor; apply structured methodologies like MEDDPICC and leverage tools (Salesforce, Clari, Gong, Demandbase) to drive pipeline health, deal progression, and forecasting accuracy.
• Drive business outcomes with a strong bias for action across negotiation, procurement, and
  -
  - day business operations.

• Deliver Business Outcomes Through Consultative Selling: Understand customer priorities and translate Cyber
  Ark’s platform into tangible business value and technical relevance. Lead with insights, not features—this is a
  - led,
  - driven role.

• Build Executive and Multi-Level Relationships: Engage and influence stakeholders at multiple levels including Cx
  O, security leaders, procurement, and technical teams. Develop champions and foster account trust that supports
  - term growth and expansion.

• Orchestrate the Broader Sales Team: Collaborate closely with Solution Sales Specialists and internal teams to penetrate new areas and
  - sell across Cyber
  Ark’s portfolio. Take ownership of the deal strategy while leveraging specialist knowledge and support resources.

• Work Across the Ecosystem: Drive collaboration with channel partners, GSIs, hyperscalers, and alliances to extend reach and strengthen execution. Co-create plans with ecosystem partners that support joint pipeline growth and account penetration.

• Territory Planning and Execution: Own your territory strategy and build comprehensive account plans for key targets. Identify whitespace, drive expansion, and ensure alignment with Cyber
  Ark’s growth goals.

• Use of AI-Enabled Sales Tools: Leverage tools like Gong and Demandbase to extract insights, personalize outreach, and increase sales productivity.

• Market Insight and Domain Knowledge: Stay on top of cybersecurity trends, competitor movements, and customer challenges to position Cyber
  Ark as a strategic partner.

Qualifications

• Sales and Commercial Acumen: Proven track record of successfully closing complex enterprise deals in cybersecurity or enterprise Saa
  S. Demonstrated ability to grow new logos and expand within existing customers. Outcome-oriented with strong commercial judgment and quota ownership mindset.

• Domain Expertise: Familiarity with cybersecurity principles including identity security, PAM, IAM, Zero Trust, and
  - driven selling. Ability to understand business and technical use cases and convert them into solution opportunities.

• Channel and Ecosystem Experience: Experience working with channel partners, cloud providers, and GSIs to
  - sell and accelerate
  -
  - market execution.

• Interpersonal Strengths: Strong executive presence and influencing skills across all customer levels. Commercial curiosity and the ability to uncover customer pain points through active listening. Collaborative, coachable, and resilient with a passion for
  - based success.

• Sales Process and Tool Familiarity: Skilled in sales methodologies such as MEDDPICC and Command of the Message. Comfortable using Salesforce, Clari, Gong, Demandbase, and other digital selling tools to drive efficiency and insight.

• Additional Information: We are proud to foster a diverse and inclusive workplace. All qualified applicants will receive consideration for employment without regard to race, colour, age, religion, sex, sexual orientation, gender identity, or disability. Upon conditional offer of employment, candidates are required to complete a comprehensive background check as per our internal policy.

• Cyber
  Ark is an equal opportunities employer. If you would like any special arrangements made for your interview, please inform the EMEA Talent Acquisition team upon your application so that we may take steps to accommodate your needs.

Seniority level: Mid-Senior level

Employment type: Full-time

Job function: Information Technology

Industries: IT System Custom Software Development

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