Summary of the Role:

As an Account Executive, you'll be one of the first sales professionals at a well-funded startup revolutionizing vulnerability management with AI agents. This pioneering role requires you to build and execute the full sales cycle from prospecting to close for enterprise customers with $100k+ deal sizes. You'll be targeting companies that struggle with the overwhelming volume of vulnerability findings and need a solution that provides context, eliminates false positives, and accurately determines exploitability.

This is an opportunity for a proven sales professional to make a significant impact by establishing our go-to-market approach and closing our first major enterprise customers. You'll work without an established playbook, creating the foundation of our sales process while driving revenue.

Your Contribution:

Pipeline Building & Business Development

• Create and execute outbound prospecting strategies to build a robust sales pipeline

• Identify and engage with key stakeholders in target accounts across cloud-focused tech companies and financial services

• Leverage your network and industry connections to generate qualified opportunities

• Develop compelling messaging that resonates with security teams facing vulnerability management challenges

Full-Cycle Sales Execution

• Own the entire sales process from initial contact through contract negotiation and close

• Effectively communicate our AI-driven, contextual approach to vulnerability management

• Conduct discovery calls to uncover and document customer pain points around false positives, alert fatigue, and limited security resources

• Navigate complex enterprise sales cycles with multiple stakeholders and decision-makers

• Work collaboratively with your Security Consultant on technical aspects during the sales process

Market Pioneering

• Contribute to the development of our sales methodologies, playbooks, and best practices

• Provide valuable market feedback to inform product roadmap and positioning

• Establish credibility and trust in our target markets as an early representative of the company

• Help refine our ideal customer profile and target segments based on real-world engagement

What You Need to Be Successful:

• Sales Experience: Proven track record selling complex, technical solutions to customers with deal sizes of $100k+

• Security Industry Knowledge: Familiarity with the cybersecurity landscape and sufficient technical knowledge of vulnerability management to engage in meaningful first conversations

• Self-Starter Mentality: Ability to build pipeline and close deals with minimal infrastructure and support

• Consultative Selling Approach: Experience with solution-based selling focused on customer outcomes rather than feature-focused selling

• Strategic Account Planning: Proven ability to map and navigate complex organizational structures

• Communication Skills: Exceptional ability to articulate complex technical value propositions to both technical and business audiences

• Relationship Building: Strong networking abilities and skill in developing trust-based relationships

• Resilience and Adaptability: Comfort with the ambiguity and rapid changes of an early-stage startup environment

• Nice to Haves:

  • Experience selling to cloud security or DevSecOps teams

  • Background selling AI/ML solutions

  • Network in financial services or cloud-focused technology companies

Why Join Us:

• Ground Floor Opportunity: Shape the sales motion of a promising security startup from day one

• Ambitious Challenge: We're using AI agents to solve one of the most pressing challenges in cybersecurity today - the overwhelming volume of vulnerability findings that security teams face

• Attractive Compensation: Competitive base salary with uncapped commission and a 60/40 base-to-commission split

• Expert Team: Work alongside hands-on leaders with experience in Big Tech and Scale-ups, with a team that has been part of the leadership teams behind multiple acquisitions and an IPO

• Impactful Work: Help security teams focus on what matters by eliminating noise and false positives, ultimately improving the security posture of major organizations