Account Executive - TOLA

Lema AI•New York, NY

17h•$300,000 - $350,000•Hybrid

About The Position

Lema.AI is seeking an elite, high-velocity Account Executive to join its founding sales team. This role reports directly to the CEO and focuses on hunting and closing mid-market (1K-10K employee) and enterprise (10K+) accounts. The Account Executive will actively contribute to broader go-to-market efforts, including iterating on the playbook, shaping ROI business cases, and generating new sales collateral. The ideal candidate is a self-starter comfortable with ambiguity, capable of creating their own outreach strategies, target lists, and 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.
NYC-Based: You will work from our NYC office at least 2 days per week.

Nice To Haves

You are persistent in prospecting and do not get discouraged by rejection.
You make a big impact with lean resources and have the hustle to try different channels until you get traction.
You are highly skilled in navigating sensitive stakeholder discussions and complex negotiations.
You are quick on your feet, can grasp technical nuances, and instantly adapt your messaging to the room.

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.
Create 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.