Account Executive - AI team

Mend.io•Dallas, TX

18h

About The Position

This is a true ground-floor role for a high-performing seller who wants to help build a category, not just carry a quota. Mend AI is your product, your pitch, and your entry point into every account. You'll own the entire sales motion from first touch to close - building pipeline through outbound prospecting, events, partnerships, and inbound opportunities, while working closely with Sales Engineering, Product, and Customer Success to win strategic accounts. This is a dedicated hunting role focused on net-new logos - expansion within existing customers is owned by our broader sales organization today, which keeps you free to do what you do best. This is a global role with responsibility across both North America and EMEA markets. The ideal candidate is comfortable operating across regions, engaging with international customers, and managing opportunities in a global sales environment. This role is fundamentally for a builder, someone who creates pipeline, drives urgency, and thrives in ambiguity. You'll be expected to operate with high autonomy, help refine the go-to-market motion through customer feedback, and become a trusted advisor to engineering and security leaders navigating AI adoption. There's already strong momentum behind the business: an established security platform, deep technical leadership, an active marketing engine, and a rapidly emerging market need. This is a high-impact role for a seller who wants to help build a category, not just carry a quota.

Requirements

A genuine hunter's mentality - a highly proactive, outbound-oriented seller with a demonstrated ability to generate pipeline independently
The ability to quickly develop deep credibility in AI security, AI-driven software development workflows, and secure software delivery practices
5–10+ years of SaaS sales experience with a consistent track record of net-new logo acquisition and exceeding quota
Experience selling security, DevSecOps, developer tooling, application security, cloud security, or adjacent technical products into engineering and security organizations
Strong executive presence with the ability to sell effectively to both technical stakeholders (DevSecOps, engineering leadership, security teams) and economic buyers (CISO, CTO, VP Engineering)
Success operating in early-stage or high-growth environments with high autonomy and low process overhead
Strong business judgment, curiosity, and comfort navigating an evolving market category
Disciplined pipeline management, forecasting accuracy, and clean CRM hygiene in Salesforce

Responsibilities

Build and grow a portfolio of net-new mid-market and enterprise accounts through outbound prospecting, inbound conversion, events, conferences, and partner channels - treating inbound as one channel among many while maintaining an outbound-first, self-generated pipeline discipline
Own every stage of the deal process - outreach, discovery, technical validation, business case development, negotiation, and close
Run consultative discovery conversations around AI risk, AI-generated code, governance, compliance, and secure AI adoption
Bring field insights directly back to Product, Marketing, and Leadership to help refine messaging, roadmap, and go-to-market strategy
Work closely with Sales Engineering, Customer Success, Product, and Leadership to move strategic opportunities forward
Be a visible presence at security conferences, executive meetings, webinars, customer roundtables, and across the partner ecosystem