Public Sector Lead

Overview of Delinea

Delinea leads in securing identities for humans and machines by using intelligent, centralized authorization systems that allow organizations to effectively control interactions across their entire infrastructure. Powered by AI, Delinea’s cloud-native Identity Security Platform offers comprehensive context across all identity types—including workforce, IT admins, developers, and machines—covering cloud and traditional platforms, data, SaaS applications, and AI. It enables quick deployment, drastically reduces resource requirements compared to competitors, and ensures exceedingly high uptime and operational excellence.

Role Summary

We invite experienced Enterprise Account Executives to manage a portfolio of major, strategic accounts, focusing on generating new business and expanding existing relationships. This senior individual contributor role involves leading end-to-end enterprise deals with autonomy, navigating complex decision-making groups, mentoring junior representatives, and supporting regional leadership initiatives. The role is Canberra-based and requires a practice leadership approach within designated industry verticals or accounts.

Key Responsibilities

• Manage and develop enterprise accounts typically valued at over $1 billion in revenue, handling the full sales lifecycle from lead generation to deal closure.
• Formulate and implement account strategies, building multi-level relationships across economic buyers, technical evaluators, and executive sponsors using established territory and account planning frameworks.
• Lead sophisticated negotiations that include legal, procurement, and security review processes.
• Maintain accurate sales forecasts and manage a sales pipeline that supports an annual recurring revenue quota around $2.5 million.
• Collaborate cross-functionally with Solutions Engineering, Customer Success, Legal, and Product teams to finalize deals and clear any obstacles.
• Serve as the customer’s advocate internally, influencing product development and marketing strategies.
• Provide mentorship and coaching to junior sales colleagues on deal tactics, objection management, and account planning.
• Ensure diligent CRM maintenance and contribute toward refining sales processes.

Qualifications and Experience

• At least 10 years of enterprise B2B sales experience, with a record of consistently surpassing quotas on long sales cycles (6-12+ months).
• Experienced in engaging with VP-level and C-level executives and managing deals involving multiple stakeholders and departments.
• Proven success selling directly or via channel partners to Public Sector and large Enterprise accounts, with established relationships in these ecosystems.
• Familiarity with structured sales methodologies such as MEDDIC, Command of the Message, and Salesforce management.
• Comfortable navigating procurement, legal, and security assessments within large organizations.
• Strong executive presence and excellent verbal and written communication skills suitable for boardroom settings.
• Highly autonomous in setting and executing account strategies with minimal supervision.
• Trusted to handle the most complex and high-value deals within the territory.
• Recognized as a key resource among peers and cross-functional teams and actively contributes to group processes beyond individual sales goals.

Work Culture and Values

• We prioritize safeguarding human and machine identities for major global organizations.
• Our environment encourages intelligence, self-drive, and teamwork.
• We offer meaningful responsibilities, innovative culture, and career growth.
• Delinea’s core values emphasize spirited energy, trust, respect, ownership, nimbleness, and global diversity, shaping our collaborative and respectful workplace.

Benefits

We provide competitive pay, rewarding bonus plans, excellent healthcare coverage, retirement plans including pension matching, life insurance, employee support programs, paid time off, and company-recognized holidays.

Diversity and Compliance

Delinea is committed to equal opportunity and affirmative action, prohibiting discrimination or harassment based on a wide range of protected characteristics. Employment offers are contingent upon successful background checks, education and employment verification, and possibly social media reviews.