Sales Account Executive, SMB (AMER)

XBOW • Arlington, VA

1d • Hybrid

About The Position

At XBOW, we’re redefining the future of cybersecurity by building the world's first autonomous pentester, powered by AI. Today, the gold standard for securing software systems is human pentesters, but with the rise of artificial intelligence, we’re stepping up to scale offensive security to meet the ever-growing demand. AI is transforming the landscape of both cybersecurity and cyberattacks. While millions of people without security expertise are creating software, bad actors are using AI to launch more effective attacks. XBOW fights back with AI-driven superpowers, enabling security teams to stay one step ahead. Backed by Sequoia Capital and Altimeter, and a team that includes the creators of GitHub Copilot and GitHub Advanced Security, XBOW is not just keeping up with the times—we’re shaping the future of cybersecurity. Our mission is simple: to defeat the bad actors before they strike, using AI to revolutionize how we approach offensive security. We’re building something that must be built, and we’re the team to do it. Join us in shaping the next frontier of autonomous security.

Your Role
SMB Account Executives will drive new customer acquisition for companies with 100 million to 1 billion in annual revenue. This role owns a high-velocity book of business, managing opportunities from initial discovery through close, while delivering a strong, efficient buyer experience. You will engage security, engineering, and technical leaders at growing companies, helping them understand risk and adopt autonomous pentesting as part of their security posture. Success in this role comes from strong discovery, clear value articulation, disciplined pipeline management, and consistent execution. This role partners closely with SDRs and Sales Engineering to qualify inbound and outbound opportunities, run effective evaluations, and close business efficiently.

Requirements

• 1-3+ years of experience in B2B SaaS sales, including a quota-carrying closing role
• Proven success selling to SMB customers
• Track record of meeting or exceeding sales targets in a high-velocity environment
• Experience selling technical products such as cybersecurity, DevOps, developer tools or infrastructure software preferred
• Hands-on experience using Salesforce, LinkedIn Sales Navigator, ZoomInfo, Gong, and other modern sales engagement tools

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 SMB customers, from discovery through close
• Manage a high-volume pipeline and consistent deal execution
• Conduct consultative discovery conversations to understand customer security needs, risk tolerance, and priorities
• Present and demo XBOW’s autonomous pentesting platform to security, engineering, and technical stakeholders
• Clearly articulate value tied to risk reduction, efficiency, and security outcomes
• Partner closely with SDRs on lead qualification, account coverage, and follow-up strategy
• Consistently meet or exceed monthly and quarterly revenue targets

Benefits

• Compensation & Equity : Competitive salary, clear performance-based incentives, and equity package, making you an integral part of XBOW’s growth story.
• Career Growth : Significant opportunities to progress within the sales organization and shape your career trajectory as we scale.
• Meaningful Work : You’ll directly impact XBOW’s mission to revolutionize cybersecurity and protect organizations worldwide.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed
• Number of Employees: 1-10 employees