Enterprise Account Executive - Pac Northwest

Endor Labs • Seattle, WA

10d • Remote

About The Position

Endor Labs is seeking Enterprise Account Executives to manage the entire sales cycle, from initial discovery to closing deals, with a focus on acquiring new enterprise customers who prioritize developer productivity and application security. This role involves a technically complex, multi-stakeholder sales process targeting buyers such as CISOs, AppSec leaders, and engineering executives. The Account Executive will be responsible for articulating Endor Labs' value proposition in terms of clear business benefits, working collaboratively with Solution Architects, Customer Success, SDRs, and Marketing. A key aspect of this role is proactive pipeline generation, as the successful candidate will be expected to build their own pipeline rather than inheriting a pre-existing one. The ideal candidate will excel at creating demand and executing a repeatable 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, playbook-driven sales methodologies such as Command of the Message, Force Management, MEDDPICC (or MEDDIC), or a comparable value-selling approach.
• Demonstrated history of exceeding sales targets, evidenced by President's Club, top-decile rankings, or consistent quota attainment.
• Experience in high-growth companies where demand creation was a primary function, not just fulfilling inbound leads.
• Comfortable selling to technical buyers including CISOs, Heads of Security, Engineering, and Developer Productivity leaders.
• High level of curiosity and initiative, with the ability to lead conversations rather than follow scripts.

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, actively creating demand.
• Conduct rigorous discovery and qualification processes, utilizing methodologies like MEDDPICC.
• Implement a structured enterprise sales approach, such as Command of the Message, to manage deals with purpose and predictability.
• Translate technical capabilities into clear business outcomes and develop a compelling business case linked to measurable value.
• Identify and engage with key stakeholders within the buying committee, build internal champions, and establish trusted-advisor relationships.
• Manage the sales pipeline with discipline, forecast sales accurately, and consistently exceed sales targets.
• Take ownership and thrive in a fast-paced, high-growth environment, focusing on customer success and team objectives.

What This Job Offers

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