Account Development Representative

Claroty

Claroty secures the Extended Internet of Things (XIoT) to achieve unmatched visibility, protection, and threat detection across all cyber-physical systems – OT, IoT, BMS, IoMT and more – in your environment.

We’re growing and looking to hire Account Development Representative who embodies our core values: People First, Customer Obsession, Strive for Excellence, and Integrity.

About Claroty:

Claroty is on a mission to secure cyber-physical systems across industrial, healthcare, commercial and public sector environments: the Extended Internet of Things (XIoT). The Claroty Platform integrates with customers’ existing infrastructure to provide a full range of controls for visibility, exposure management, network protection, threat detection, and secure access.

Our solutions are deployed by over 1,000 organizations at thousands of sites across all seven continents.

Claroty is headquartered in New York City, with employees across the Americas, Europe, Asia-Pacific, and Tel Aviv. The company is widely recognized as the industry leader in cyber-physical systems protection, with backing from the world’s largest investment firms and industrial automation vendors, as well as recognition from KLAS Research as Best in KLAS for Healthcare IoT Security, the Deloitte Technology Fast 500, the Forbes Cloud 100, and the Fortune Cyber 60.

Responsibilities

• Demonstrate a history of overachievement on sales quotas, including renewals, upsell, and cross-sell opportunities within the existing customer base, thriving in a high-pressure environment.
• Develop and implement strategic plans within the assigned territory in partnership with the Sales Director to ensure revenue objectives are met by growing existing accounts.
• Work towards assigned contract revenue goals while ensuring the competitiveness of the company's contracts, referencing the company's GTM strategy for uplift on renewals.
• Use insight and consultative selling techniques to teach customers about their industry and offer unique perspectives on their business, linking back to Claroty solutions.
• Lead commercial conversations within customer engagements, navigating negotiations to achieve mutually beneficial outcomes.
• Qualify inbound and event leads by understanding customer needs, pain points, and business objectives to assess alignment and potential fit.
• Draft contracts accurately and promptly in accordance with client specifications and company pricing guidelines.
• Accurately forecast business targets and opportunities in the assigned territory.
• Cultivate and strengthen ongoing client relationships, focusing on revenue growth and client satisfaction.
• Drive outcomes through effective collaboration and communication with extended teams, including customer success, revenue operations, finance, sales engineering, and product teams.
• Ensure any account issues are resolved quickly by leveraging resources from across the company as needed.
• Work closely with Customer Success to develop and implement customer retention strategies tailored to individual client needs.
• Collaborate with Marketing and Customer Success to grow the library of customer testimonials.
• Utilize referrals and existing business relationships to identify new business opportunities within existing customers.
• Maintain a sales-focused approach with a determination to improve effectiveness and achieve outstanding results.
• Collaborate on special projects as assigned, contributing to the overall success of the team.

Requirements

• English and German is a must - fluent business standard.
• Overall Experience:3+ years of related experience with a bachelor’s degree; or an advanced degree without experience; or equivalent experience.
• Sales Success Experience:Previous experience in customer success, sales account management, project management, or related customer-facing roles is essential, with a strong emphasis on renewals, upsell, and cross-sell activities. Candidates with a background in the cybersecurity domain are highly desirable.
• Strategic Thinking: Systematically solves problems and hypothesizes possible customer pain points, expectations, and implicit needs.
• Relationship Building: Demonstrated ability to collaborate and build strong relationships with customers, particularly at the executive level.
• Communication Skills: Tailors communication to the customer’s needs; effectively delivers presentations and has strong verbal and written communication skills.
• Technical Knowledge: Familiarity with Salesforce is a plus, as well as proficiency in Google Workspace.
• Ownership: Goes out of his or her way to complete a job and has relentless drive to achieve results.
• Collaboration: Collaborate with sales counterparts to drive customer retention and growth.
• Startup Experience: Prior success in a high-growth startup technology organization is highly valued.
• Travel: Ability to travel as needed when conditions permit, with an estimated travel commitment of less than 25%.

Why Claroty? Our Culture and Benefits:

• Claroty is a people first company. We believe in prioritizing personal care and support over work, confident that results follow from a harmonious environment.
• Stability: We demonstrate continued growth over the past few years, raised over $700M from top tier investors.
• We understand the importance of maintaining a healthy work-life balance, and encourage people to take the time they need to rest and prioritize their mental and physical health.
• We care about your development: At Claroty, we prioritize excellence and uphold high professional and ethical standards.
• We believe in transparency and openness: That’s why we regularly hold company all-hands, town hall meetings, and “Coffee with the CEO” sessions.
• While we have physical offices in New York, Tel Aviv, London, and Singapore, we also embrace a hybrid working culture.

Claroty is an equal-opportunity employer committed to fostering a diverse and inclusive work environment for all. We encourage applications from candidates of ALL diverse backgrounds, and special accommodations are available upon request in all selection phases.