RSA - Account Executive (Commercial)

Location: Burlington, MA

RSA provides trusted identity and access management for 12,000 organizations around the world, managing 25 million enterprise identities and providing secure, convenient access to millions of users. RSA specializes in empowering security-first organizations in financial services, healthcare, energy, technology services, and other industries to thrive in a digital world, delivering complete capabilities for modern authentication, access, lifecycle management, and identity governance. Whether in the cloud or on-premises, RSA connects people with the digital resources they depend on everywhere they live, work, and play.

For decades, RSA has pioneered many of the encryption, authentication, and identity federation technologies that still power the internet. And now RSA is transforming the industry yet again, paving the way for the future of digital identity through the RSA Unified Identity Platform; next-generation hybrid and cloud solutions; the first ever and only multi-functional, passwordless hardware authenticator; and a frictionless, mobile-optimized experience for the modern workforce. If you are self-motivated and looking for a fast-paced challenge doing something that truly matters, come join our winning team!  For more information, go to rsa.com.

This is a quota-carrying individual contributor role responsible for managing a mix of existing and new/prospective Commercial accounts (0–999 employees). The Account Executive will focus on new logo acquisition, expansion within existing customers, and identifying upsell and cross-sell opportunities, while partnering with internal teams to drive successful outcomes.

The Account Executive will own the end-to-end sales process for new business and expansion opportunities, from initial prospecting and discovery through close. This role will also support renewals by identifying expansion opportunities and providing input into renewal strategy in partnership with Account Management and Customer Success.

The Account Executive will manage day-to-day sales activities across their territory, including customer engagement, pipeline development, and deal execution. They will sell to a range of stakeholders within Commercial accounts, tailoring messaging to align RSA solutions to customer needs and business challenges. Engagements may include IT leaders, security practitioners, and business decision-makers, with occasional exposure to senior leadership as deals progress.

Regular account planning – both internally and with customers – will be critical to building pipeline and driving consistent execution. The role also includes participating in customer business reviews, uncovering customer challenges, and coordinating internal resources to support deal progression and customer success.

The Account Executive will actively prospect into assigned accounts and territories, working closely with Sales Development, Channel Partners, Sales Engineering, Product, Legal, and Revenue Operations to deliver value to customers and achieve RSA revenue goals. They will maintain accurate pipeline management, opportunity hygiene, and forecasting within SFDC and RSA forecasting tools.

Qualifications:

• Ability to execute a structured sales process, leveraging MEDDPICC or similar sales methodologies.
• Comfort engaging with a variety of customer stakeholders, including technical and business decision-makers.
• Strong organizational and time-management skills.
• Excellent communication, presentation, and interpersonal skills.
• Experience running discovery, positioning solutions, and supporting deal negotiations with guidance as needed.
• Prospecting skills to generate new pipeline within assigned accounts and territories.
• Ability to maintain accurate opportunity management and sales forecasts.
• Willingness to travel to meet customers and partners as needed (approximately 25–50%).
• Bachelor’s degree or relevant sales experience required.

EEO Language for US Job Descriptions

RSA is committed to the principle of equal employment opportunity for all employees and applicants for employment and to providing employees with a work environment free of discrimination and harassment. All employment decisions at RSA are based on business needs, job requirements and individual qualifications, without regard to race, color, religion, national origin, sex (including pregnancy), age, disability, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, protected veteran status, genetic information, or any other characteristic protected by federal, state or local laws. RSA will not tolerate discrimination or harassment based on any of these characteristics. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training. All RSA employees are expected to support this policy and contribute to an environment of equal opportunity.

If you need a reasonable accommodation during the application process, please contact rsa.global.talent.acquisition@rsa.com. All employees must be legally authorized to work in the US. RSA and its approved consultants will never ask you for a fee to process or consider your application for a career with RSA. RSA reserves the right to amend or withdraw any job posting at any time, including prior to the advertised closing date.

Pay Range (On Target Earnings) $105,000 - $115,000

Full-time, non-Sales US employees are also eligible for annual discretionary bonuses that are funded based on prior year company performance. RSA Sales team members are eligible to participate in company commission plans.

In addition, RSA offers its eligible US employees a comprehensive array of benefit programs including flexible paid-time-off, health, disability, and life insurance, and a 401(k) retirement plan with company matching contributions.