Enterprise Account Executive - Pac Northwest

Endor Labs•Seattle, WA

9d•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. You will be responsible for translating Endor Labs' capabilities into clear business value for buyers such as CISOs, AppSec leaders, and engineering executives. The role requires building your own pipeline through strategic prospecting and creating demand, rather than relying on an existing pipeline. Successful candidates will demonstrate a repeatable enterprise sales motion with intent.

Requirements

5+ years of full-cycle enterprise sales experience in cybersecurity, DevOps, or developer tools.
A strong track record of closing multi-six-figure deals with enterprise accounts.
Experience in a structured, playbook-driven sales motion such as 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, including CISOs, Heads of Security, and Engineering and Developer Productivity leaders.
High curiosity and initiative; ability to lead conversations rather than follow scripts.
Strategic, technical seller who loves simplifying complexity and guiding customers through transformation.
Ability to navigate ambiguity, collaborate deeply, and earn trust through insight and credibility.

Nice To Haves

Experience building a pipeline in a high-growth environment where demand creation is key.

Responsibilities

Own complex, multi-stakeholder enterprise deals end to end, orchestrating Solution Architects, Customer Success, Sales Development Representatives, and Marketing to win.
Self-source a meaningful share of your pipeline through strategic, trigger-based prospecting, creating demand rather than waiting for it.
Run rigorous discovery and qualify leads with discipline using MEDDPICC.
Apply a structured enterprise sales motion, such as 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 to win for the customer and the team.