Founding Account Executive

Tracebit•San Francisco, CA

1d•Remote

About The Position

Tracebit is seeking a highly driven, emotionally intelligent, and energetic Founding Account Executive to build its US Go-To-Market (GTM) practice from the ground up in San Francisco. This is a unique opportunity to join an early-stage, high-growth cybersecurity company with significant funding and traction. As the first US-based Account Executive, you will be instrumental in establishing repeatable sales processes, closing deals, and contributing to the sales playbook. You will work closely with the London-based Founding Sales Lead, the Director of Sales, and the Co-Founders, CEO, and CTO. The role involves owning the full sales cycle for deals in the $50-100k+ ARR range, managing both inbound and outbound opportunities, and representing Tracebit at industry events. This is a hands-on closing role in a fast-moving startup environment, offering autonomy, direct access to founders, and rapid career growth potential.

Requirements

3-5 years selling B2B SaaS, ideally in cybersecurity or developer tooling.
Experience closing deals in the $50K-100K+ range.
Ability to navigate technical buyers and hold your own in conversations with CISOs and security engineers.
Experience running deals from the first call to the signed contract, including qualifying, demoing, handling objections, navigating procurement, and closing.
Comfortable with both 30-day velocity deals and longer complex sales cycles.
Hungry and self-sufficient, comfortable building pipeline and working inbound opportunities.
Thrives in startup environments, energized by fast iteration, ambiguity, and working closely with founders and product teams.
Highly emotionally intelligent, with great hunger and grit, attention to detail, and entrepreneurial spirit.

Nice To Haves

Been an early sales hire before (or want to be).
Experience refining a pitch, messaging, and sales process.
Been among the first AEs at a startup.
Sold into security or technical teams.

Responsibilities

Close deals with some of the most exciting logos globally, owning the full sales cycle from discovery through to contract signature on key deals into the $50-100k + ARR range, working across SMB and Mid-Market companies.
Work both inbound and outbound opportunities, converting warm inbound leads and running targeted outbound campaigns.
Help build the sales playbook by refining discovery questions, demo flow, objection handling, and closing tactics.
Partner with the product and customer success teams to provide feedback on prospects and shape the product roadmap.
Represent Tracebit at industry events, attending key cybersecurity conferences to build pipeline and strengthen relationships.
Manage multiple deals simultaneously, moving fast while maintaining deal quality.

Benefits

Regularly featured on top startup lists from industry veterans
Just raised a $20m Series A
Growing very quickly (doubled ARR last quarter and will triple this year)
Closed some incredible customers
One of the most exciting startups to be part of in the UK
Strong traction in the US (80% of our customer base and forward-looking business)
Opportunity to build our US sales team in San Francisco
Instrumental in building our US GTM engine
Work closely with our London-based Founding Sales Lead
Establish repeatable sales processes
Closing your own deals
Own the full sales cycle from discovery through to contract signature on key deals into the $50-100k + ARR range
Working across SMB and Mid-Market companies
Convert warm inbound leads from our growing user base and product-led motion
Run targeted outbound campaigns into accounts that match our ICP
Own your own business
Help build our sales playbook
Design a sales function
Refining our discovery questions, demo flow, objection handling, and closing tactics
Partner with the product and customer success teams
Provide feedback on what prospects share and what would accelerate deals
Learn a lot about the product
Help shape our roadmap based on market feedback
Represent Tracebit at industry events
Attend key cybersecurity conferences (Black Hat, RSA, etc.) to build pipeline and strengthen relationships with prospects
Operate with high velocity
Managing multiple deals simultaneously
Moving fast while maintaining deal quality
Run many active opportunities
Hands-on closing role in a fast-moving startup
Autonomy to experiment
Direct access to founders
Opportunity to grow at a rapid pace
You've sold technical products before
You can hold your own in conversations with CISOs and security engineers
You know how to qualify, demo, handle objections, navigate procurement, and close
You're comfortable with both 30-day velocity deals and longer complex sales cycles
You're a builder, not just an executor
You're excited about figuring things out as you go rather than following a prescriptive playbook
You'll help refine our pitch, messaging, and sales process based on what you're learning in the field
You don't wait for leads to be handed to you
You're comfortable building your own pipeline, working inbound opportunities, and finding creative ways to get in front of the right people
You're energized by fast iteration, ambiguity, and working closely with founders and product teams
You've experienced the pace of an early-stage company and know it's not for everyone
The right characteristics
Founding Account Executives at Tracebit will succeed by being highly emotionally intelligent, have great hunger and grit, demonstrate attention to detail and are hard-working, entrepreneurial individuals
Bonus points if: You were among the first AEs at a startup and/or you've sold into security or technical teams.