Enterprise Account Executive - SoCal

Endor Labs•Los Angeles, CA

28d•Remote

About The Position

Endor Labs is seeking Enterprise Account Executives to manage the entire sales cycle, from initial discovery to closing deals, with a focus on acquiring new enterprise customers who prioritize developer productivity and application security. This role involves a technically complex, multi-stakeholder sales process targeting buyers such as CISOs, AppSec leaders, and engineering executives. The Account Executive will be responsible for articulating Endor Labs' capabilities in terms of clear business value, working collaboratively with Solution Architects, Customer Success, SDRs, and Marketing. The role requires proactive pipeline generation, as candidates will not inherit a pre-existing pipeline but will need to build it through strategic prospecting and demand creation. Successful candidates will establish 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.
A strong track record of closing multi-threaded, six-figure deals with enterprise accounts.
Experience with 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, evidenced by President's Club, top-decile ranking, or a consistent record of exceeding quota.
Experience in high-growth companies where demand creation was necessary, not just fulfilling inbound leads.
Comfort selling to technical buyers, including CISOs, Heads of Security, and leaders in Engineering and Developer Productivity.
High curiosity and initiative; ability to lead conversations rather than follow scripts.

Responsibilities

Own complex, multi-stakeholder enterprise deals from beginning to end, coordinating with Solution Architects, Customer Success, SDRs, and Marketing to secure wins.
Self-source a significant portion of pipeline through strategic, trigger-based prospecting, actively creating demand rather than waiting for inbound leads.
Conduct rigorous discovery and qualification using MEDDPICC methodology.
Apply a structured enterprise sales approach, such as Command of the Message, to manage deals with purpose and predictability.
Translate technical capabilities into clear business outcomes and build a compelling business case tied to measurable value.
Map the buying committee, cultivate internal champions, and establish trusted-advisor status with clients.
Manage pipeline rigorously, forecast with precision, and consistently exceed sales targets.
Thrive in a fast-paced, high-growth environment, taking ownership to ensure customer and team success.