Enterprise Account Executive - Northeast

Endor Labs•Boston, MA

3d•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 a technically complex, multi-threaded sale targeting 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 your own pipeline through strategic prospecting and driving demand, rather than relying on an inherited pipeline. The ideal candidate will create demand and execute a repeatable enterprise sales motion with clear intent.

Requirements

5+ years of full-cycle enterprise sales experience in cybersecurity, DevOps, or developer tools.
Strong track record of closing multi-threaded, six-figure deals with enterprise accounts.
Experience in a structured, playbook-driven sales motion (e.g., Command of the Message, Force Management, MEDDPICC, or comparable value-selling methodology).
Demonstrated over-attainment (President's Club, top-decile ranking, or 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; ability to lead conversations beyond scripts.
Ability to simplify complexity and guide customers through transformation.
Ability to navigate ambiguity and collaborate deeply.
Ability to earn trust through insight and credibility.
Commitment, humility, and grit.
Ability to seek and act on feedback quickly.
Ability to build a credible business case and simplify complex concepts.
Proven success carrying a number at a high-growth, not-yet-household-name company and consistently beating it.

Responsibilities

Own complex, multi-stakeholder enterprise deals from discovery to close.
Orchestrate collaboration with Solution Architects, Customer Success, SDRs, and Marketing to win deals.
Self-source a significant portion of pipeline through strategic, trigger-based prospecting.
Run rigorous discovery and qualify leads using MEDDPICC.
Apply a structured enterprise sales motion (e.g., Command of the Message) to manage deals predictably.
Translate technical capabilities into clear business outcomes and measurable value.
Map the buying committee, build internal champions, and establish trusted-advisor status.
Manage pipeline rigorously, forecast with precision, and consistently exceed targets.
Thrive in a fast-paced, high-growth environment, taking ownership to ensure customer and team success.