Founding Account Executive

talentpluto • San Francisco, CA

5d • $150,000 - $150,000 • Hybrid

About The Position

Our partner is a fast-growing application security startup helping enterprise engineering and security teams identify and resolve vulnerabilities more effectively. Founded by experienced security practitioners with backgrounds in red teaming, bug bounty, and leading technology organizations, their team has built a highly technical product that is already being adopted by large enterprise customers. The company is backed by top-tier investors, recently raised a significant seed round, and is preparing for its next stage of growth. With a small, high-performing team and strong early traction, this is an opportunity to join at an early inflection point and help shape the company’s enterprise go-to-market motion. Our partner is hiring a Founding Enterprise Account Executive to help expand its enterprise sales function. This person will own high-value opportunities across large security and engineering organizations, with responsibility for sourcing, qualifying, advancing, and closing new business. This is not a mature sales seat where leads, process, and accounts are fully handed over. The ideal candidate is a strong enterprise seller who can create pipeline, navigate technical buyers, partner closely with founders and technical teams, and help build the repeatable sales motion from the ground up. For the right person, this role offers meaningful ownership and the potential to grow into a broader leadership role as the team scales.

Requirements

• Approximately 5+ years of B2B sales experience, with meaningful enterprise sales exposure
• Experience selling into cybersecurity, application security, product security, security engineering, or similarly technical buyers
• Strong ability to self-source pipeline and operate in an early-stage, founder-led sales environment
• Prior experience at a high-growth startup, ideally Series A stage or earlier
• Ability to communicate credibly with technical stakeholders and understand security concepts well enough to avoid relying entirely on technical support
• Track record of managing complex sales cycles with multiple stakeholders
• Strong ownership mentality, urgency, and comfort operating without fully built systems or processes
• Willingness to travel for customer meetings, conferences, and field events
• Preference for candidates based in or willing to spend regular time in San Francisco

Nice To Haves

• Existing relationships with application security, product security, or security engineering leaders
• Experience selling application security, code scanning, CNAPP, DevSecOps, or adjacent security products
• Familiarity with security conferences and communities such as RSA, Black Hat, or DEF CON
• Technical curiosity or prior exposure to software engineering, solutions engineering, security research, or developer-focused products

Responsibilities

• Own full-cycle enterprise sales opportunities from prospecting through close
• Source new enterprise pipeline through outbound, events, customer research, referrals, and creative account-based strategies
• Sell to technical security stakeholders, including application security, product security, security engineering, and broader InfoSec teams
• Run strong discovery, qualification, stakeholder mapping, objection handling, and procurement navigation
• Partner with customer engineering and technical team members during demos, evaluations, and proof-of-concept processes
• Build a deep understanding of customer pain points, security workflows, and competitive dynamics
• Help define repeatable outbound, qualification, and enterprise sales processes
• Represent the company at conferences, customer meetings, and industry events as needed
• Work directly with the founding team to provide market feedback and improve the go-to-market strategy

What This Job Offers

• Job Type: Full-time
• Career Level: Entry Level
• Education Level: No Education Listed