Enterprise Account Executive - SoCal

Endor Labs • Los Angeles, CA

29d • 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 owning the full sales cycle, from discovery to close, 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 clear business value, collaborating with Solution Architects, Customer Success, SDRs, and Marketing. This position requires building pipeline through strategic prospecting and creating demand, rather than relying on an existing full pipeline.

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.

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—you create demand, you don't wait for it.
• 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—you sell insight, not a feature checklist.
• Manage pipeline rigorously, forecast with precision, and consistently exceed targets.
• Thrive in a fast-paced, high-growth environment—taking ownership over titles to win for the customer and the team.

What This Job Offers

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