Commercial Account Executive

Thoropass

22h•$250,000 - $300,000•Remote

About The Position

Thoropass is hiring a Commercial Account Executive to help drive the next phase of our growth. We’re looking for someone who knows how to create opportunity, navigate complex sales cycles, and thrive in a fast-moving environment. This is a highly entrepreneurial role for an AE who enjoys building pipeline, owning their territory, and helping shape how a scaling sales organization grows. Thoropass sells mission-critical security and compliance solutions to growth-stage and mid-market companies. Our buyers include CFOs, CTOs, Heads of Security, and executive leadership teams. These are thoughtful, risk-aware buyers who expect clarity, strong business cases, and a trusted partner throughout the buying process. Success in this role requires a mix of curiosity, adaptability, strong commercial instincts, and disciplined execution. You’ll be responsible for generating meaningful pipeline, managing complex opportunities, and helping turn momentum into predictable revenue.

Requirements

5+ years of SaaS, IT Services/Consulting sales experience
Proven success generating self-sourced pipeline
Experience selling into CFO, Security, IT, or technical buyers
Experience managing complex, multi-stakeholder sales cycles
Strong written communication and follow-up discipline
Comfort operating in evolving, high-growth environments

Nice To Haves

Compliance, cybersecurity, or GRC experience
Experience scaling within a growth-stage SaaS company
Experience in outbound-driven sales environments
Familiarity with structured qualification methodologies (MEDDPICC, Challenger, etc.)

Responsibilities

Build and maintain healthy pipeline coverage against quota
Self-source 60–75% of pipeline through strategic outbound efforts
Identify and act on trigger events (fundraising, enterprise deals, compliance deadlines, growth milestones)
Develop thoughtful outbound messaging and territory strategies
Partner closely with SDRs, Partnerships, and Marketing to maximize opportunities across channels
Lead thoughtful discovery and qualification using MEDDPICC (or similar frameworks)
Build relationships with economic buyers, champions, and cross-functional stakeholders
Guide prospects through technical, operational, and financial evaluation
Maintain clear next steps, momentum, and forecast visibility throughout the sales cycle
Multi-thread relationships across the organization
Align stakeholders around business impact and urgency
Drive Mutual Action Plans in late-stage opportunities
Navigate complexity with confidence and adaptability
Share learnings from wins and losses
Help refine messaging, outbound approaches, and sales processes
Bring ideas that improve how we generate pipeline and close business
Contribute to a high-accountability, high-growth team culture