Account Executive, Commercial West

Hypori

1d • $300,000 - $350,000

About The Position

Hypori is seeking a hunter-minded Account Executive to generate net-new enterprise revenue across the West territory. The role sells Hypori’s secure virtual workspace platform to large commercial enterprises in the Defense Industrial Base, financial services, and healthcare, working directly and through partners. Buyers include CISOs, CIOs, and compliance leaders. The commercial enterprise sales motion is early, and this role will help define it. The position reports to the VP of Commercial Sales.

The Account Executive owns a territory of named enterprise accounts, develops pipeline, and leads complex sales from discovery through proof of value, security review, procurement, negotiation, and signature. Deals are typically six- and seven-figure multi-year agreements, with sales cycles of 6–12 months. The role is based in Austin, Texas, or on the West Coast, supports clients across Central, Mountain, and Pacific time zones, and requires travel of up to 40 percent to customer sites and events.

Compensation is $300,000–$350,000 on-target earnings, split evenly between base salary and variable compensation, commensurate with experience. Variable compensation is uncapped, with accelerators above 100% attainment, and the role includes equity. Quota is based on annual net-new ARR, with multi-year and expansion bookings credited per plan.

Requirements

• 3–5 years of quota-carrying cybersecurity sales experience.
• Consistent attainment against a $700K–$1M+ annual new-business ARR quota.
• Experience selling to CISOs, CIOs, or senior IT and security leaders.
• Experience with MEDDPICC or MEDDIC; candidates should be prepared to discuss a deal they won and a deal they lost.
• A track record of closing complex, multi-stakeholder deals with 6–12 month sales cycles.
• Strong Salesforce skills and pipeline hygiene.
• Ability to work from Austin, Texas, or the West Coast, supporting clients across Central, Mountain, and Pacific time zones.
• Ability to travel up to 40 percent to customer sites and events.

Nice To Haves

• Technical credibility with CISOs before a solution engineer joins the conversation.
• Knowledge of endpoint and access security, including MDM, UEM, MAM, mobile threat defense, EDR, enterprise browser, VDI, DaaS, and ZTNA, including where data rests and how isolation can take the endpoint out of scope.
• Experience with regulated-industry expectations, including HIPAA, FFIEC and SEC expectations, SOC 2, and third-party risk management.
• Working knowledge of CMMC 2.0 and NIST SP 800-171, or ability to learn these frameworks quickly.
• Knowledge of identity and integration technologies, including SSO, SAML, conditional access, Entra ID, Okta, and SIEM integration.
• Defense Industrial Base selling experience, or working knowledge of CMMC 2.0, NIST SP 800-171, and DFARS.
• Relationships with security leaders at defense contractors, government agencies, financial-services organizations such as banks, insurers, and capital-markets firms, and health systems or payors.
• Prior work at an endpoint security, enterprise browser, ZTNA, or compliance vendor.
• Military service or Department of War civilian experience.

Responsibilities

• Build and run a territory plan across named enterprise accounts.
• Generate most of the sales pipeline through outbound prospecting, events, partners, and professional networks, targeting CISO, CIO, and compliance leaders.
• Build relationships across security, IT, procurement, legal, and business units responsible for contractor and BYOD access.
• Establish the business case for change by clarifying why the customer should act, why now, why Hypori, and why not the status quo.
• Conduct rigorous MEDDPICC discovery on every opportunity.
• Quantify value in terms that matter to buyers, including scope reduction, assessment exposure, device and VDI cost avoidance, data-loss risk, and BYOD privacy.
• Qualify out opportunities early, adhere to stage-exit criteria, and forecast accurately in Salesforce.
• Lead proof-of-value engagements with solution engineers against agreed success criteria and develop mutual action plans with champions.
• Drive security reviews, procurement, and negotiations through signature on six- and seven-figure multi-year deals.
• Land and expand across business units, contractor populations, and supply chains.

Benefits

• Medical insurance
• Dental insurance
• Vision insurance
• Parental leave
• Life and disability packages
• 401(k) plan with employer matching contributions that begin vesting on the first day of employment
• Performance bonus primarily contingent on company-wide performance
• Equity
• Uncapped variable compensation with accelerators above 100% attainment

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed