Founding Account Executive - East Coast

Redherd.io•New York, NY

1d•Remote

About The Position

This is a Founding Account Executive role focused on building the client's East Coast territory. It is a full-time position with a compensation package of $300,000 to $350,000 OTE, split 50/50 between base and variable, plus equity. The role involves creating the sales motion from scratch, defining target accounts, generating demand, running discovery, demonstrating the product, and closing new enterprise customers. The position reports directly to a founder and operates with significant autonomy. The role is being hired alongside a West Coast Founding Account Executive, contributing to the build-out of the commercial team. The primary target market is regulated buyers, specifically financial services and insurance organizations in New York, and healthcare organizations in the Northeast, who are facing increasing pressure regarding employee AI tool usage.

Requirements

Proven quota-carrying enterprise cybersecurity sales experience in the United States.
Relevant experience selling to security buyers in one or more of the following areas: SaaS posture, shadow discovery or SaaS security; Endpoint, enterprise browser, identity or workspace security; AI, agentic, application or product security.
Experience selling to CISOs and senior security, engineering or technology leaders.
Demonstrable success closing net-new enterprise customers rather than primarily renewals or expansion.
A consistent record of achieving or exceeding sales targets, with real attainment figures you can discuss.
At least 18 months at an early-stage cybersecurity company, with target attainment during that period.
Strong personal pipeline-generation capability. This is a functional requirement: there is no SDR or marketing engine to inherit.
Experience building a territory, message or commercial motion with limited support.
The ability to sell an emerging product category through education, discovery and commercial insight.
Confidence working directly with founders and contributing beyond an individual sales target.
Residence on the United States East Coast. Exact territory boundaries will be discussed during the process.
Willingness to travel for customer meetings and industry events when required.
Experience at a major cybersecurity vendor can be valuable, but candidates must also demonstrate success at a smaller or earlier-stage company.

Nice To Haves

Candidates should be prepared to discuss: Annual quota and attainment for recent years. New ARR or bookings personally closed. Typical deal size and sales-cycle length. Significant net-new enterprise wins. The percentage of pipeline generated personally. Industries, company sizes, and geographies previously covered. The buyers and decision-makers involved in previous deals. Examples of building a territory or sales motion with limited support. Examples of opening conversations with security leaders when the company did not yet have a household-name brand or public customer proof points.

Responsibilities

Own and develop a new enterprise territory across the Eastern United States.
Build a focused territory, account and buyer strategy from the ground up.
Generate 100% of your own pipeline through thoughtful outbound activity, executive relationships, events, partners, and your existing network.
Sell to CISOs and senior leaders across endpoint security, identity, workplace security, AI governance, security engineering, CIO organizations and engineering productivity.
Lead consultative discovery that connects AI-enabled building activity to governance, visibility and enterprise-risk outcomes.
Run product demonstrations and manage technical evaluation, security review, and commercial processes.
Multi-thread opportunities across security, engineering, IT, legal, privacy, procurement and executive stakeholders.
Manage complex net-new enterprise opportunities from first engagement through commercial close.
Build disciplined qualification, pipeline-management and forecasting habits without relying on inherited infrastructure.
Work directly with the founders and technical leadership to improve messaging, pricing, qualification and the go-to-market playbook.
Bring market feedback from regulated buyers into product and commercial decision-making.