Account Executive - TOLA
About The Position
About Lema.AI Lema.AI is a well-funded, emerging cybersecurity startup based in New York and Tel Aviv, building the first risk engineering platform, turning TPRM analysts from checkbox compliance analysts into risk engineers that save the business. Backed by Team8, Salesforce and F2, and led by proven founders, Lema is redefining how enterprises understand and secure their vendor ecosystem. Lema is already revenue-generating with dozens of enterprise customers including fortune 500 companies. The Opportunity We are seeking an elite, high-velocity Account Executive to join our founding sales team. Reporting directly to the CEO (while we actively recruit our VP of Sales), you will focus on hunting and closing mid-market (1K-10K employee) and enterprise (10K+) accounts. This is not a role for someone who wants to inherit a perfect system. You will be actively contributing to our broader go-to-market efforts—from iterating on the playbook and shaping ROI business cases to generating new sales collateral.
Requirements
- 6+ years of total B2B sales experience, with at least 4+ years specifically as an AE selling B2B mid-market or enterprise cybersecurity.
- Post-Series A cybersecurity startup experience.
- A proven track record of sourcing your own pipeline and hitting quota without relying entirely on inbound marketing.
- Strong technical aptitude to hold credibility—the "challenger" approach—with highly technical security buyers.
Nice To Haves
- You know what it takes to build the plane while flying it.
Responsibilities
- Own the full sales cycle from proactive pipeline generation to six-figure deal closure.
- Drive technical wins by understanding core cybersecurity concepts, managing technical stakeholders, and executing tight 30-90 day Proof of Concepts.
- Navigate enterprise accounts, identify key decision-makers (CISOs, CIOs, Head of Risk), and build consensus across multiple influencers.
- Act as a self-starter who is comfortable with ambiguity; create your own outreach strategies, target lists, and sales collateral.
- Use discovery to uncover true pain points and exercise sharp judgment on when to push forward, pivot, or disqualify an opportunity.
Benefits
- Employee Stock options grant
- Unlimited PTO
- 401k
- Health Benefits
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
