The RoleThis is one of the first GTM sales roles at the company. You'll own your territory across the US east coast - sourcing pipeline, building channel relationships, qualifying accounts, and running tight Proof of Concept processes. You'll close deals that matter and help define what great GTM looks like at Geordie.
You won't have a full SDR team handing you leads. You'll prospect, cold call, and build pipeline yourself. You'll learn our product deeply enough to demo it flawlessly and hold your own in technical conversations. And you'll do all of this while helping us build the GTM function from the ground up - coaching others, sharing what works, and raising the bar for the whole team.
Beyond quota, you'll be a key voice in shaping our product direction. We are deeply customer obsessed, and we expect you to be too - bringing insights from the field directly to our product team so we can continue building the best-in-class platform for enterprise AI governance.
We also expect you to work the way we build - intelligently and efficiently. That means embracing AI agents in your day-to-day workflows. We use tools like Claude Cowork to move faster and do more. If you're not curious about that, this probably isn't the right place for you.
We want winners. People who are hungry, proactive, collaborative, and ready to bring their best every single day.
What You'll Do- Pipeline Generation - Build, maintain, and continuously refine a prioritised list of high-value target prospects within your assigned territory. You own your pipeline. That means cold calling, outbound prospecting, and finding creative ways to get in front of the right people.
- Channel Development - Identify, develop, and activate reseller and partner relationships across your territory to accelerate revenue.
- Product Mastery & Value-Based Selling - Become a deep expert on the Geordie platform. Run flawless demos tailored to each audience, and clearly articulate business and security outcomes to stakeholders from security engineers to CISOs and Heads of AI.
- Drive Revenue - Lead discovery sessions, product demos, proof-of-concept engagements, and customer evaluations from first call to closed-won.
- CRM Discipline - Keep Hubspot (or equivalent) meticulously up to date. Clean data, accurate stages, clear next steps. Your pipeline should be something anyone on the team can read and trust.
- Customer Success - Own the relationship post-close. Our customers' success is your success. You'll ensure they're getting full value from Geordie and expanding over time.
- Forecasting & Deal Management - Maintain a rigorous, accurate pipeline and deliver reliable monthly and quarterly forecasts with clear visibility into deal status, risks, and next steps.
- Cross-Functional Collaboration - Work closely with Sales Engineering, Product, Marketing, and Customer Success to execute deals well and deliver exceptional customer outcomes.
- Build the Function - As one of our first AEs, you'll help shape the culture, processes, and playbooks that define Geordie's GTM motion in EMEA. That includes coaching peers, sharing learnings, and helping the people around you get better.
What We're Looking For- This role is not for everyone. We're looking for a specific kind of person - one who competes hard, earns trust fast, and knows how to move complex deals through enterprise buying cycles without losing momentum.
- You compete to win - and your track record shows it. You don't just hit quota, you know exactly why you hit it and how to repeat it.
- You're a builder. Early-stage means no perfect playbook, no full SDR support, no hand-holding. You create structure where there isn't any and find a way.
- You prospect without being asked. Cold calls, creative outbound, referrals - you don't wait for leads to land in your lap.
- You get technical. You invest the time to truly understand what you sell, and you can demo the product confidently and compellingly to any audience
- You earn trust at every level. You can hold a technical conversation in the morning and present to an executive in the afternoon without losing credibility in either room.
- You listen before you talk. Strong discovery is your foundation. You ask sharp questions, identify real pain, and connect it to outcomes - not features.
- You keep a clean house. Your CRM is always current, your forecasts are reliable, and your deals have clear next steps. You treat pipeline data as a professional obligation, not an afterthought.
- You make the people around you better. You share what's working, coach peers proactively, and invest in the team's success - not just your own number.
- You're obsessed with your customers. Not just during the deal. You care whether they succeed, and it shows in how you show up post-close.
- You embrace new ways of working. You actively use AI tools - including agents - to work smarter, move faster, and do more. You're curious about the tools we build and the tools we use.
- You thrive in ambiguity. You don't wait for perfect information - you make a call, move, and course correct.
Requirements- Proven track record of consistently achieving or exceeding quota in a SaaS or cybersecurity sales role.
- Experience managing complex, consultative sales cycles including RFPs, security reviews, and multi-stakeholder buying committees.
- Demonstrated success with outbound prospecting and cold calling - you've built pipeline, not just worked it.
- Demonstrated success working with channel and technology partners in joint selling motions.
- Exceptional written and verbal communication skills, with the ability to present confidently to both technical and executive audiences.
- Strong discovery, listening, and problem-solving skills - able to assess customer challenges and design effective paths forward.
- Ability to build trust and credibility across multiple levels of a customer organisation, from practitioners to senior leadership.
- Rigorous CRM hygiene - you keep your pipeline accurate, your stages honest, and your activity logged consistently.
- Comfortable learning technical products deeply and delivering polished, tailored demos independently.
- Highly collaborative team player who thrives in fast-paced, ambiguous startup environments and actively contributes to team growth.
- Based in the New York or Boston areas
Nice to Haves- Experience selling into security or AI/ML tooling buyers.
- Prior experience at a high-growth Series A-B SaaS company.
- An existing network of enterprise security decision-makers in the UK and Europe.
Why This RoleAI agents are changing how enterprises operate - and the question of how to govern them safely is becoming mission-critical. Geordie is the platform companies are turning to for that answer. As one of the first Account Executives at Geordie, you won't just be executing a playbook - you'll be writing it. You'll have real influence over product direction, GTM strategy, and the culture we build. The opportunity is massive, the targets are ambitious, and the impact of your work will be felt across the whole company. If you're looking for a place to grind, grow, and build something that matters - this is it.
