Enterprise Account Executive - Mid Atlantic

Endor Labs • Washington, DC

2d • Remote

About The Position

Endor Labs is seeking Enterprise Account Executives to manage the entire sales cycle, from initial contact to closing deals, with enterprise clients focused on enhancing developer productivity and application security. This role involves complex, multi-faceted sales to buyers such as CISOs, AppSec leaders, and engineering executives. The Account Executive will articulate Endor Labs' value proposition, collaborating with Solution Architects, Customer Success, SDRs, and Marketing. This position requires building your own pipeline through proactive demand generation and executing a structured enterprise sales strategy.

Requirements

• 5+ years of full-cycle enterprise sales experience in cybersecurity, DevOps, or developer tools.
• Proven track record of closing multi-threaded, six-figure deals with enterprise accounts.
• Experience with structured sales methodologies such as Command of the Message, Force Management, MEDDPICC (or MEDDIC), or a similar value-selling approach.
• Demonstrated history of exceeding sales quotas (e.g., President's Club, top-decile ranking).
• Experience in high-growth companies requiring proactive demand generation.
• Comfort selling to technical buyers including CISOs, Heads of Security, and Engineering/Developer Productivity leaders.
• High curiosity and initiative; ability to lead conversations.
• Ability to simplify complex concepts and build credible business cases.
• Experience operating in challenging environments and consistently exceeding targets.

Nice To Haves

• Ability to navigate ambiguity and collaborate deeply.
• Ability to earn trust through insight and credibility.

Responsibilities

• Own complex, multi-stakeholder enterprise deals from start to finish, coordinating with Solution Architects, Customer Success, SDRs, and Marketing.
• Self-source a significant portion of the sales pipeline through strategic, trigger-based prospecting.
• Conduct rigorous discovery and qualification using methodologies like MEDDPICC.
• Implement a structured enterprise sales approach, such as Command of the Message, to manage deals effectively.
• Translate technical capabilities into clear business outcomes and build a business case with measurable value.
• Identify and engage with key stakeholders in the buying committee, build internal champions, and establish trusted-advisor relationships.
• Manage the sales pipeline diligently, forecast accurately, and consistently exceed sales targets.
• Take ownership in a fast-paced, high-growth environment to ensure customer and team success.

Benefits

• Opportunity to be part of a fast-growing space at the intersection of developer productivity and security.
• Working with a dev-loved platform with demonstrable ROI and strong customer adoption.
• A culture that values thinking big, starting small, learning fast, taking ownership, moving with purpose, and prioritizing customer success.
• An environment that encourages debating with data, simplifying complexity, and challenging each other constructively.
• Celebration of wins, learning from misses, and a fun work environment.
• Equal Opportunity Employer committed to diversity and inclusion.

What This Job Offers

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