Sales Account Executive, Mid Market

XBOW

5d • Remote

About The Position

XBOW is redefining offensive security by building the world’s first autonomous pentesting platform, powered by AI. Traditional human-led pentesting struggles to keep pace with modern software development and an increasingly sophisticated threat landscape. XBOW enables security teams to continuously test and harden systems using AI-driven offensive security, helping organizations reduce risk before attackers strike. Backing from Sequoia Capital and Altimeter, combined with a team behind GitHub Copilot and GitHub Advanced Security, positions XBOW to build the next generation of security infrastructure. This role drives new business growth across the mid-market segment by owning a defined set of accounts and managing opportunities from discovery through close. Responsibility includes developing and executing thoughtful account strategies, building relationships with security, engineering, and executive decision-makers, and guiding customers through complex security evaluations. Close partnership with SDRs and Sales Engineering supports qualified pipeline development and effective deal execution. Sales efforts emphasize a consultative, value-driven approach, aligning XBOW’s autonomous pentesting platform to customer risk, compliance, and business priorities.

Requirements

• 3+ years of experience in B2B SaaS sales, including time in a quota-carrying closing role
• Proven success selling to mid-market customers
• Track record of meeting or exceeding revenue targets
• Experience selling technical products such as cybersecurity, DevOps, developer tools, or infrastructure software preferred
• Hands-on experience using Salesforce and modern sales engagement tools
• Consultative seller with strong discovery, qualification, and closing skills
• Comfort engaging technical buyers, including security, engineering, DevOps, and GRC teams
• High level of organization and discipline with pipeline management and forecasting
• Capability to manage multiple active opportunities without sacrificing quality
• Collaborative mindset combined with personal accountability for results
• Motivation driven by customer impact and long-term value creation

Nice To Haves

• Exposure to security buying motions involving risk, compliance, or trust-based decisions
• Familiarity with pentesting, application security, vulnerability management, or cloud security concepts
• Experience working in a scaling SaaS organization

Responsibilities

• Own the full sales cycle for mid-market customers, from discovery through negotiation and close
• Lead structured, consultative discovery conversations to uncover customer security challenges and priorities
• Present and demo XBOW’s autonomous pentesting platform to security, engineering, and executive stakeholders
• Manage opportunities through a defined sales process with accurate pipeline tracking and forecasting
• Partner closely with SDRs on account strategy and opportunity qualification
• Navigate multi-stakeholder evaluations, security reviews, and procurement workflows
• Share customer feedback, competitive insights, and field learnings with Product and GTM leadership
• Consistently meet or exceed quarterly and annual revenue targets

Benefits

• Competitive base salary, performance-based commission, and equity participation.
• Clear opportunities for advancement within the sales organization as XBOW continues to scale.
• Direct contribution to modernizing offensive security and helping teams protect critical systems.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed
• Number of Employees: 11-50 employees