Sales Account Executive, SMB

XBOW

4d • 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. 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
• 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 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

• 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