Enterprise Account Executive - East Coast
About The Position
This is a first-seller role for opening the client's East Coast territory. The role involves building the territory from the ground up, with no established pipeline, development representative team, or settled messaging. The founders have been handling sales, and the new hire will build the territory alongside them. This position is being hired concurrently with a West Coast Enterprise Account Executive, forming the initial commercial team. The sales process is technical and consultative, requiring the buyer to trust the system's access to their security data before commercial terms are discussed. This role suits individuals comfortable building trust without relying on a well-known brand. The engineering team's location allows for a workable daily overlap with product development.
Requirements
- Five or more years carrying an enterprise quota in cybersecurity sales in the United States, with a consistent record of hitting targets.
- Recent experience selling application security, product security, DevSecOps or a developer-focused security platform.
- A track record of selling to CISOs and senior security or engineering leaders.
- Demonstrable success closing net-new enterprise customers rather than primarily renewals or expansion.
- At least 18 months at an early-stage cybersecurity company, with measurable quota attainment during that period.
- Strong personal pipeline-generation capability, without reliance on marketing or a development representative team.
- The ability to hold a technical conversation without support on the call.
- Comfort selling an emerging category, where the buyer has to be educated before they can be sold to.
- Residence on the United States East Coast.
- Willingness to travel for customer meetings and industry events when required.
- Experience at a major cybersecurity vendor can be valuable, but candidates must also demonstrate successful execution in a smaller or earlier-stage company.
Nice To Haves
- Experience closing against a formal third-party risk or security review process, particularly in financial services.
- Experience working with a product team in another time zone.
- Rigor in a recognized qualification method such as MEDDIC, MEDDPICC or Command of the Message.
Responsibilities
- Own and develop a new enterprise territory across the Eastern United States.
- Build a focused territory, account and buyer strategy from the ground up.
- Generate pipeline through outbound activity, executive relationships, events, partners and existing network.
- Sell to CISOs, Heads of Application Security, product security leaders, security architects and engineering leadership.
- Lead consultative discovery that connects technical security problems to clear commercial outcomes.
- Run technical evaluations and demonstrate the product.
- Carry the security review and data governance conversation that precedes each deal.
- Multi-thread opportunities across technical evaluators, executive sponsors, procurement and legal.
- Manage complex net-new enterprise opportunities from first engagement through commercial close.
- Maintain disciplined qualification, pipeline management and forecasting.
- Work directly with the founders and technical leadership to improve messaging, pricing and the go-to-market approach.
- Bring market insight back into product and commercial decision-making.
Benefits
- Competitive $300,000 to $350,000 OTE.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
