Founding Account Executive Sales — Remote (Energy Corridor or OT Hub Preferred)

Insane Cyber

3d•Remote

About The Position

At Insane Cyber, we're focused on advancing cybersecurity for the better. We've developed innovative tools backed by expert support to change how organizations perform deep level proactive and reactive analysis. We partner with our customers to provide cutting-edge solutions and services to help protect our critical infrastructure and critical operations from threats – from the power grid to manufacturing. Our flagship Valkyrie and Cygnet products provide host and network analysis automation beyond the capabilities of other products on the market. Our Corvus and Aesir product lines deliver managed and professional services to help assess and fill gaps and weaknesses in the security posture of clients' security programs. It's an exciting time for us as we continue to grow our products and services, and we need a great team in place! As we grow, we are seeking a Founding Account Executive to join our team. This role is crucial for moving our go-to-market beyond founder-led sales and building the foundation of a repeatable revenue engine. You will work directly alongside our CEO from day one, closing deals, building pipeline, and helping evolve the playbook that future sales hires will follow. How This Role Is Different This is not a seat where leads land in your inbox. Marketing-generated inbound pipeline is minimal, and you will be expected to build your pipeline through your own outbound prospecting, supplemented by founder introductions, partner channels, and community relationships. Sales playbooks exist for accountability and consistency, but you need to thrive in a metrics-driven, accountable environment where pipeline coverage, activity, and forecast discipline matter. If "build the pipeline, close the deals, and own the number" energizes you, you'll do well here. If you expect an SDR team or marketing engine to feed you, this is not the right role.

Requirements

Minimum 8 years of B2B sales experience, with at least 5 years selling cybersecurity, industrial software, or critical infrastructure technology
Demonstrated track record closing complex deals ($100K–$500K+ ACV) with 6–12 month sales cycles and multiple stakeholders across IT and OT
Proven ability to self-source pipeline. You can name specific deals you prospected, qualified, and closed without inbound or SDR support
Working fluency in OT/ICS environments. You understand the difference between IT and OT security, you've walked a plant floor or control room, and you know why availability and safety drive OT buyer decisions
Comfort operating in a metrics-driven, accountable early-stage environment where pipeline coverage and forecast discipline matter
Strong communication skills, collaboration mindset, and ability to learn quickly
We will consider candidates with less tenure who have demonstrably built pipeline from zero in a comparable early-stage environment

Nice To Haves

Was an early AE (hire #2-5) at a security or industrial software startup that scaled from sub-100 to 200+ employees while you were there
Engineering, OT/ICS operations, or industrial domain background prior to a sales career, or deep customer relationships in energy, utilities, water, oil & gas, or manufacturing
Working knowledge of NERC CIP, IEC 62443, TSA Security Directives, or other OT-relevant regulatory frameworks
Located in or near a major energy or industrial corridor (Houston, San Antonio, Denver, Atlanta, Calgary, Phoenix), with willingness to travel 40-50% to customer sites and industry events
Active in the OT/ICS security community through conferences, ISA, InfraGard, or similar organizations

Responsibilities

Own a personal quota and full-cycle sales motion (discovery, demos, proposals, and contract close) for Valkyrie, Cygnet, Corvus, and Aesir across critical infrastructure accounts
Build your pipeline through your own outbound prospecting, supplemented by founder introductions, partner referrals, and community relationships. This role has no SDR support
Maintain the pipeline coverage and activity metrics required to support your quota, and operate with forecast discipline against a defined sales process
Engage credibly with the full OT buying committee, CISOs, OT and engineering leaders, plant operations, and procurement, and translate Insane Cyber's technical differentiation into business value
Partner with the CEO and product leadership to refine our ICP, sharpen our messaging, and continue building out a repeatable sales playbook the next AE hires can run
Develop and maintain relationships with partners, MSSPs, integrators, and industry organizations to drive sourced and influenced pipeline
Represent Insane Cyber in the OT security community at events like S4, HOU.SEC.CON, DistribuTECH, and regional ISA and InfraGard chapters
Provide market feedback to product and engineering on competitive positioning, customer needs, and feature gaps that affect win rates
Operationalize, monitor, and improve sales process and forecasting discipline as we scale from founder-led selling to a repeatable motion