Enterprise Account Executive - Northeast

Endor Labs•Boston, MA

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 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. A key aspect of this role is building the sales pipeline through strategic prospecting, as a full pipeline will not be inherited.

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 demand creation was necessary.
Comfort selling to technical buyers—CISOs, Heads of Security, Engineering and Developer Productivity leaders.
High curiosity and initiative.

Nice To Haves

You’re a strategic, technical seller who loves simplifying complexity and guiding customers through transformation.
You know how to navigate ambiguity, collaborate deeply, and earn trust through insight and credibility.
You have proven it where it's hard. You've carried a number at a high-growth, not-yet-household-name company and consistently beaten it.
Lead with character. Commitment, humility, and grit.
Are coachable by default. You seek feedback, act on it fast, and treat every deal as a chance to get better.
Think sharply and translate complexity. You build a credible business case and make hard concepts simple.

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.
Thrive in a fast-paced, high-growth environment—taking ownership over titles to win for the customer and the team.