Location: San Francisco, CA (remote considered for candidates with a strong existing book)
Work Model: Hybrid (~1-2 days/week in office); remote possible for the right profile
Industry: Application security software
Compensation: ~$150K base, ~$300K OTE (50/50 split)
The OpportunityThis is a founding Account Executive role with the chance to own enterprise accounts and, over time, build and lead your own team. There are more large enterprise opportunities than founder-led sales can handle, so you will both work inbound demand and source your own. You will own creative top-of-funnel strategy and lead generation, with a go-to-market engineer available to help execute campaigns and a customer engineer assigned to every proof of concept.
Deals run from discovery through stakeholder meetings to a short, capped POC and close, with an average contract value around $75K and clear opportunity to land $500K to $1M+ enterprise deals. Because POC outcomes are largely binary, you can focus your energy on qualification, sourcing, and navigating procurement. You will report directly to the founders.
Responsibilities- Own and close enterprise accounts end to end
- Source your own pipeline and own creative top-of-funnel strategy
- Run the full cycle: discovery, stakeholder alignment, POC, and close
- Hold your own with InfoSec audiences (CISOs, security and application security leaders)
- Partner with the go-to-market engineer and assigned customer engineers
- Help shape the enterprise motion and, over time, build out the team
Requirements- ~5+ years of enterprise sales experience
- Sold to the same buyers: CISOs, security engineers, application security leaders
- Startup experience (Series A or smaller)
- Genuine hunter mentality and willingness to travel at least monthly
- Bonus: a strong existing book with named relationships at target accounts, attendance at security conferences (RSA, Black Hat, DefCon), or a technical background (software development, solutions engineering, or vibe coding)
