Growth Account Executive

Adaptive Security•San Francisco, LA

11d

About The Position

Adaptive is a cybersecurity startup on a mission to stop AI-powered cyberattacks. In December 2025, the company announced an $81M Series B led by NVIDIA and Bain Capital Ventures, with participation from Capital One Ventures, Citi Ventures, and continued support from Andreessen Horowitz (a16z), the OpenAI Startup Fund, and Abstract Ventures. The round marked NVIDIA’s first AI cybersecurity investment. Adaptive was founded by Brian Long and Andrew Jones, repeat entrepreneurs who have built and scaled category-defining companies. Brian and Andrew previously co-founded Attentive, which grew to more than $500M in annual revenue and a $10B+ valuation, and TapCommerce, which was acquired by Twitter. Together, they bring deep experience building high-growth, product-led businesses at massive scale as Adaptive builds the security layer for the AI era. Trusted by leading banks, technology companies, and healthcare organizations, Adaptive protects teams from emerging threats like deepfakes, smishing, and AI-powered voice scams. With rapid enterprise adoption and a $200B+ market ahead, the company is just getting started. The Role As a Growth Account Executive , you’ll own revenue growth within a portfolio of existing mid-market and enterprise customers. You will drive renewals, price increase conversations, upsells, and cross-sells of new Adaptive products. This is a founding role on the Growth team. There is no one currently in this seat — you will help build the playbooks, pricing strategy execution, and expansion processes alongside the VP of Growth Sales. You’ll take ownership of accounts after onboarding is complete, partnering closely with the core sales, customer success, and product teams to ensure seamless transitions and continued growth.

Requirements

At least 4+ years of SaaS sales experience (SMB/Mid-Market/Enterprise)
Proven experience upselling within an existing book of business; open to quota-carrying Account Managers with multi-SKU selling experience
Demonstrated success meeting or exceeding revenue and renewal targets
Strong experience negotiating pricing and leading value-based renewal conversations
Comfortable working with technical buyers (cybersecurity background a strong plus)
Strong presentation and communication skills — able to influence from ICs to C-suite
Analytical in understanding customer needs, yet creative in driving expansion strategy
Highly proactive — you don’t wait for opportunities; you create them
Thrive in ambiguity and enjoy building processes from scratch
Roll-up-your-sleeves mentality with a strong sense of ownership

Responsibilities

Own the full renewal cycle, including pricing, value-based conversations, and contract negotiation
Drive revenue growth through strategic upsells, cross-sells, and account expansion opportunities
Proactively identify and execute expansion opportunities within a book of existing mid-market and enterprise customers
Increase ACV at renewal by clearly articulating ROI and aligning solutions to evolving customer needs
Sell new Adaptive product SKUs into existing accounts while maintaining strong retention outcomes
Build and maintain trusted relationships with key stakeholders across technical teams, security leadership, and the C-suite
Lead complex, multi-stakeholder deal cycles and negotiate strategic, multi-product agreements
Partner closely with Customer Success, Product, and Sales leadership to refine growth playbooks, forecasting, and the transition from net-new to expansion ownership