Founding Account Executive

CipherData • Bellevue, WA

6d • Remote

About The Position

You will own revenue for AIDR in your territory, end to end — from the first cold outreach to the signed contract and the expansion after it — reporting directly to the CEO. Until now every deal has been founder-led. We are hiring our founding sales team: two Account Executives in the United States and one in Korea. There is no territory to inherit, no SDR or sales engineering team behind you, and no playbook to follow. You decide which accounts are worth our time, what the pitch becomes once a CISO pushes back, and what our go-to-market looks like a year from now. You will spend as much time defining the sales motion — segments, partners, the two or three proof points that move a deal — as running the deals themselves. You will work directly with the CEO, our GTM advisor, your fellow founding AEs, and the security, AI, and product engineers who run evaluations and deployments with you. We are looking for an owner, not a territory operator: someone who wants to build a B2B cybersecurity company's sales function from zero and values the equity that comes with doing it. As we grow, the founding team sets the standard for — and helps hire — the sellers who follow. If you want a seat where the ceiling is set by what you build, this is that role.

Requirements

• 5+ years of quota-carrying, full-cycle B2B software sales — prospecting through close — including direct experience selling cybersecurity products to SOC and CISO buyers
• A consistent record of meeting or exceeding quota, with numbers you can speak to in detail — including deals you sourced yourself
• Experience personally closing six-figure ACV deals involving multiple stakeholders and a formal security and procurement review
• Working fluency in the SOC buyer's world — SIEM, SOAR, EDR/XDR, MDR — and the ability to hold a technical conversation without an engineer in the room
• Evidence of 0-to-1 selling: you have sold where the playbook, the collateral, and the reference list did not exist yet, and you built them
• An owner's motivation: you want to be a first seller at a cybersecurity startup, build the function, and weigh equity accordingly
• Willingness to travel within your territory

Nice To Haves

• Experience as the first — or one of the first — sellers at a startup, in a new region, or on a new product line
• Established CISO and security-leader relationships in your territory's enterprise and mid-market accounts
• Experience building or selling through MSSP, reseller, and cloud marketplace channels
• Experience selling AI or data platform products into privacy-sensitive or regulated environments

Responsibilities

• Own your number: Carry and deliver a quota across new logos and expansion, with full ownership of forecast accuracy.
• Build the territory from scratch: Define segmentation, target accounts, and entry points for your territory.
• Build pipeline through your own outbound and network — there is no SDR team and little inbound yet.
• Run technical evaluations: Lead POVs alongside our security, AI, and product engineers — agree success criteria with the customer up front, then hold the evaluation to them.
• Navigate the enterprise sale: Drive multi-stakeholder deals from SOC practitioner to CISO, through procurement, security review, and privacy and data-handling diligence.
• Land and expand: Land the first use case, then grow the account through usage, additional data sources, and the move from AIDR Core to AIDR 360.
• Build the partner ecosystem: Develop the MSSP, reseller, and cloud marketplace relationships that give your territory leverage beyond what you can close directly.
• Build the sales system: Stand up the basics we do not have yet — CRM hygiene, stage definitions, qualification criteria, and the first version of the sales playbook.
• Close the loop with product: Bring the field signal — losses, objections, missing capability — back to the team with enough specificity to act on.

What This Job Offers

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