Astelia - Enterprise Account Executive

Team8

About The Position

Astelia helps security teams dramatically reduce the volume of incidents generated by vulnerability management tools. We do this by building a deep, contextual understanding of our customers’ networks - turning noise into signal and enabling security teams to focus on what truly matters. We’re a small, fast-moving startup with great people who care about impact, craftsmanship, and each other. As an Enterprise Account Executive, you will own and grow strategic enterprise accounts, driving new logo acquisition and expansion within complex organizations. This is a high-impact, high-visibility role focused on landing and expanding large enterprise deals. You will lead complex, multi-stakeholder sales cycles and position Astelia as a trusted strategic partner to CISOs and executive security leaders. If you thrive in fast-paced environments, know how to navigate enterprise buying processes, and love winning high-value deals that make a real difference, this role is for you.

Requirements

5+ years of enterprise sales experience in cybersecurity
Proven track record of closing six and seven figure deals with large enterprises
Demonstrated success owning a territory and driving net-new logo acquisition
Experience selling complex, technical security solutions across multiple stakeholders
Strong relationships within the cybersecurity ecosystem (customers, partners, VARs)
Proficiency in value-based selling methodologies (e.g., MEDDIC, Command of the Message)
Strong forecasting discipline and CRM hygiene
Exceptional communication and executive presence
A true “hunter” mindset - self-motivated, resilient, and energized by building pipeline
Ability to operate effectively in a fast-growing, high-ambiguity environment

Responsibilities

Own a defined enterprise territory and build a pipeline of high-value opportunities
Drive net-new enterprise logo acquisition as well as expansion within existing strategic accounts
Lead complex sales cycles involving CISOs, CIOs, security leaders, and executive stakeholders
Run a consultative, value-based sales process from prospecting through close
Deliver compelling business cases that clearly articulate risk reduction and operational impact
Partner closely with Solutions Engineers to deliver outcome-driven demos and technical validations
Collaborate with channel partners, VARs, and ecosystem players to accelerate deal velocity
Accurately forecast revenue and maintain disciplined pipeline management in CRM
Provide feedback to leadership and product teams to continuously refine our go-to-market strategy
Represent Astelia at industry events and help elevate our brand within the cybersecurity community