Senior Account Executive, Cybersecurity

SandboxAQ

About The Position

About SandboxAQ SandboxAQ is a high-growth company delivering AI solutions that address some of the world's greatest challenges. The company’s Large Quantitative Models (LQMs) power advances in life sciences, financial services, navigation, cybersecurity, and other sectors. We are a global team that is tech-focused and includes experts in AI, chemistry, cybersecurity, physics, mathematics, medicine, engineering, and other specialties. The company emerged from Alphabet Inc. as an independent, growth capital-backed company in 2022, funded by leading investors and supported by a braintrust of industry leaders. At SandboxAQ, we’ve cultivated an environment that encourages creativity, collaboration, and impact. By investing deeply in our people, we’re building a thriving, global workforce poised to tackle the world's epic challenges. Join us to advance your career in pursuit of an inspiring mission, in a community of like-minded people who value entrepreneurialism, ownership, and transformative impact. The Opportunity Introduction to the team: The Cybersecurity Group is ensuring the safety of the world's data in the AI era. We are building the foundational security layer for an AI-powered world, evolving AQtive Guard into the leading platform for Cryptographic Management and AI Security Posture Management. Our mission is to secure the rapidly evolving landscape of AI infrastructure, addressing the critical need for timely detection, identity protection, and automated remediation. Introduction to the role: The Cybersecurity Group is looking for a founding Enterprise Account Executive (West) to join our North American sales organization. This is a rare opportunity to build the West Coast sales function from the ground up for a category-defining product, backed by the stability of a company with $5.8B in valuation and deep funding. You will have the autonomy and ownership of an early-stage venture—defining the go-to-market strategy for the West—combined with the resources of a mature organization.

Requirements

10+ Years of Enterprise Selling: Proven track record of exceeding quotas in a fast-paced software market, specifically focused on new business and large enterprise accounts.
Cybersecurity Domain Expertise: Deep familiarity with the security landscape, ideally with experience in cryptography, AI Security, or non-human identity (NHI) management.
West Coast Network: A strong, existing bench of relationships with senior InfoSec leaders and decision-makers at Fortune 500 companies within the Western US.
Strategic "Builder" Mindset: Demonstrated ability to work in an ambiguous, greenfield environment (like a startup) where you define the playbooks rather than just following them.
Complex Deal Management: Experience managing long sales cycles (12–18 months) and articulating the business value of deep technical technology to executive audiences.

Nice To Haves

Deep Enterprise Cybersecurity Selling Expertise
Proven success selling complex security platforms (e.g., ITDR, IAM, CNAPP, PKI/Crypto, Zero Trust, AI security) into Global 2000 accounts. Able to navigate multi-stakeholder buying centers spanning CISOs, CIOs, CTOs, Architecture, AppSec, and Crypto Governance teams.
Mastery of Technical & Business Value Translation
Strong ability to communicate cryptographic management, PQC migration, NHI risk reduction, and AI Security Posture Management concepts in a way that drives urgency and aligns to business outcomes, compliance frameworks, and risk-reduction mandates.
AISPM Evangelism & Category Creation DNA
Passion for helping define, shape, and win in a new and rapidly evolving category (AI Security Posture Management). Comfortable selling ambiguity, influencing roadmap requirements, capturing early market signals, and positioning SandboxAQ as a category leader with lighthouse customers.
POV / Pilot Leadership & Orchestration
Demonstrated ability to design, scope, and manage complex POVs and technical validations across both AQtive Guard and emerging AISPM modules. Ensures clear success criteria, multi-threading, stakeholder alignment, and evidence-driven outcomes.
Pipeline Generation Mindset & Self-Sourced Hustle
A disciplined prospector with a history of generating pipeline through outbound, ecosystem alliances (SIs, GSIs, VARs), executive dinners, regional events, and targeted ABM efforts. Maintains strong territory planning, forecasting rigor, and predictable 3–4x pipeline coverage.
Enterprise Deal Strategy & Execution Excellence
Expert in MEDDPICC-level qualification, competitive strategy, executive alignment, risk mitigation, and guiding complex seven-figure enterprise deals to closure. Strong ability to manage long sales cycles while accelerating time-to-value and expansion.

Responsibilities

Own the Western Territory: Proactively prospect, qualify, and develop a robust pipeline of Fortune 500 accounts west of the Mississippi, executing a strategic plan to exceed ARR targets.
Execute Complex Enterprise Sales: Drive the full sales cycle from initial contact to close, utilizing value-based selling methodologies (e.g., MEDDPICC/Challenger) to navigate complex buying centers and multi-year contract negotiations.
Engage C-Level Stakeholders: Build trust-based relationships with CISOs, CIOs, and CTOs, helping them identify where automated cryptography and NHI management can solve critical business challenges.
Drive Product-Market Fit: Act as the "voice of the customer" for the West, providing frequent, detailed feedback to Product and Marketing teams to sharpen our messaging and accelerate adoption.
Orchestrate the Win: Lead a cross-functional "deal team"—collaborating with Sales Engineering, Delivery, and Partners—to demonstrate value and ensure customer satisfaction

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