OT earnings (base + commission): $126,000-$200,000+

You’re a seasoned, consultative B2B seller with strong technical aptitude who can run full-cycle deals with minimal day-to-day direction. You lead complex discovery sessions, shape solutions across cybersecurity + compliance, influence senior stakeholders, and consistently prioritize the highest-value opportunities. You also mentor peers and share best practices across the sales org.

• I have in-depth specialist knowledge of Microsoft Security and compliance services/frameworks (e.g., SOC 2/ISO 27001/ISO 42001/CMMC), and I actively share my Microsoft/compliance expertise and sales best practices with others.
• I work with customers of diverse scope and can confidently uncover needs even in ambiguous situations, networking with senior internal and external stakeholders across security and compliance.
• I use my knowledge to prioritize the highest-value opportunities and accurately scope the time and resources needed (security + compliance) to win and deliver on deals.
• I’m a clear, proactive communicator across teams, escalating blockers early and coming prepared with options and solutions to keep deals moving.
• I build strong cross-functional relationships and influence peers and stakeholders to drive collaboration, alignment, and results.
• I regularly seek input from peers and external sources, stay current on Microsoft Security and compliance trends, and continuously improve through self-awareness and targeted development.

What You’ll Sell

• Cybersecurity plans built on Microsoft security capabilities (including MDR / SIEM via Microsoft Sentinel + SOC support)
• Managed Security delivers ongoing proactive and reactive M365 monitoring, alerting & remediation. Deploys policy updates, regular patching, breach response, vulnerability management (Platinum offer required), dedicated security engineering team and managed Quarterly Business Reviews (QBRs)
• Managed Compliance for frameworks such as SOC 2, ISO 27001, ISO 42001, CMMC, including automation and services like penetration testing/auditor support
• Managed Helpdesk (8x5, 24/5, 24/7) and IT operational support
• Migrations to Microsoft 365 supports organizations moving email, file, collaboration workloads, servers, identity, phones and Azure resources into Microsoft 365 and Azure. A structured repeatable implementation service designed for a smooth transition into the Microsoft Cloud.

Responsibilities and Primary Goals

Pipeline Generation (Inbound + Outbound)

• Own your pipeline by managing inbound leads and consistently execute against outbound prospects generated by our outbound team or on your own via email, phone, LinkedIn, partner outreach.
• Build and maintain a target account list, identify key stakeholders (IT, Security, Compliance, Finance, CEO), and run structured multi-touch sequences.
• Collaborate with marketing/partners to convert inbound interest and generate new opportunities through outbound and referrals.

Consultative Selling & Deal Ownership

• Lead sales discovery sessions to uncover risk drivers, compliance requirements, business goals, timeline, and budget.
• Position and sell BEMO’s offerings across cybersecurity, managed compliance, and related services (e.g., Microsoft security capabilities, compliance automation support, managed helpdesk, migrations, Copilot/AI Security).
• Build credibility with CISOs, GRC leaders, and legal teams through deep subject matter expertise and consultative selling.
• Collaborate closely with BDR, Sales Engineering, Customer Services, and GTM Operations to influence roadmap and optimize deal support.
• Own the process end-to-end: qualification, discovery, solution shaping, proposal/SOW, negotiation, close, and clean handoff to Customer Success and Customer Services.
• Maintain strong CRM discipline: pipeline hygiene, forecasting, activity tracking, and clear next steps.

Solution Shaping & Cross-Functional Leadership

• Translate customer needs into scoped outcomes and coordinate with Security/Compliance/Delivery to validate approach, pricing, and effort.
• Navigate complex buying committees, remove blockers, and bring options/tradeoffs to drive decisions.
• Share best practices and mentor peers (talk tracks, objection handling, discovery, outbound messaging, and deal strategy).

Partner & Community Relationship Building

• Build referral relationships with ecosystem partners relevant to SMB security and compliance.
• Represent BEMO professionally in customer/partner interactions and through thoughtful online presence.

Requirements

• 3–5+ years of B2B sales experience (SaaS, MSP/MSSP, cybersecurity, compliance/GRC, or adjacent).
• Demonstrated success selling to SMB / mid-market stakeholders (IT, Security, Compliance, Finance, CEO).
• Consistent top-quota performance in mid-market and enterprise segments; proven success closing six-figure ARR deals
• Strong working knowledge of:

• Microsoft 365 / Azure concepts and modern security (identity, endpoint, email, monitoring/SIEM concepts)
• Compliance journeys and common frameworks (SOC 2, ISO 27001, ISO 42001, HIPAA, NIST, CMMC)
• GRC / compliance automation tools (e.g., Drata/Vanta concepts and integrations)

• Experience selling to Security, GRC, IT
• Excellent executive communication: can simplify technical/compliance topics into clear business value. Consistent, high-quality CRM/process hygiene.

Specialized Knowledge or Skills Preferred

• Bachelor’s Degree
• More than proficient IT knowledge – ability to demonstrate understanding of on-premise IT infrastructure and how they translate to cloud services, and teach others about these concepts in easy-to-understand language
• 3 to 5 years+ of experience with Microsoft M365 platform, specifically security, Azure
• Outbound Sales
• Microsoft Knowledge
• Compliance knowledge
• MSP Experience
• Copilot knowledge