Enterprise Account Executive - Southeast

Endor Labs•Atlanta, GA

1d•Remote

About The Position

Endor Labs is seeking Enterprise Account Executives to drive new business with enterprise customers focused on developer productivity and application security. This role involves managing the full sales cycle, from discovery to closing, in a technically complex, multi-threaded sales environment. The target buyers include CISOs, AppSec leaders, and engineering executives. The Account Executive will translate Endor Labs' capabilities into business value, collaborating with Solution Architects, Customer Success, SDRs, and Marketing. This position requires building and generating pipeline, not inheriting a full one, and thriving in a fast-paced, high-growth environment where creating demand is key.

Requirements

5+ years of full-cycle enterprise sales experience in cybersecurity, DevOps, or developer tools.
A strong track record of closing multi-threaded, six-figure deals with enterprise accounts.
Experience in a structured, playbook-driven motion—Command of the Message, Force Management, MEDDPICC (or MEDDIC), or a comparable value-selling methodology.
Demonstrated over-attainment: President's Club, top-decile ranking, or a consistent record of beating quota.
Experience at high-growth companies where you had to create demand, not fulfill inbound.
Comfort selling to technical buyers—CISOs, Heads of Security, Engineering and Developer Productivity leaders.
High curiosity and initiative—you don't follow scripts, you lead the conversation.
Commitment, humility, and grit.
Coachability: seek feedback, act on it fast, and treat every deal as a chance to get better.
Ability to think sharply and translate complexity.
Proven ability to consistently beat quota at a high-growth, not-yet-household-name company.

Nice To Haves

Ability to navigate ambiguity and collaborate deeply.

Responsibilities

Own complex, multi-stakeholder enterprise deals end to end, orchestrating SAs, CS, SDRs, and Marketing to win.
Self-source a meaningful share of your pipeline through strategic, trigger-based prospecting.
Run rigorous discovery and qualify with discipline using MEDDPICC.
Apply a structured enterprise motion (e.g., Command of the Message) to move deals with purpose and predictability.
Translate technical depth into clear business outcomes and build a credible business case tied to measurable value.
Map the buying committee, build internal champions, and earn trusted-advisor status.
Manage pipeline rigorously, forecast with precision, and consistently exceed targets.
Take ownership over titles to win for the customer and the team.