Account Executive
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Job Description
Enterprise Account Executive selling offensive cybersecurity technology to large US organizations. Owning full-cycle sales, proof-of-value evaluations, and six-figure enterprise deals.
Responsibilities:
- Own new-logo enterprise deals end to end, from initial meetings with CISOs or red team leads through proof of value, signature and expansion
- Build and qualify pipeline across a named territory of large US enterprises through outbound activity, events, Team8 and investor network introductions, and inbound leads
- Manage the full sales cycle, including discovery, executive alignment, mutual action plans, pricing, procurement, security review and closing
- Run six-figure deals involving multiple stakeholders
- Scope proof-of-value evaluations with Solution Engineers, defining success criteria, champions and economic buyers
- Translate offensive security results into risk and budget language for CISO board discussions
- Position the product against pentesting services, BAS and other AI offensive tools
- Maintain accurate pipeline and weekly forecasts in HubSpot
- Expand landed accounts into larger, multi-year relationships
- Help define the ideal customer profile, messaging and sales process
- Provide field feedback to Product
- Report to the Head of Sales and collaborate with Solution Engineers and founders
Requirements:
- 5+ years of full-cycle enterprise SaaS sales experience, with a track record of hitting or exceeding quota
- Cybersecurity sales experience selling to CISOs, security leaders and red teams
- Offensive security, vulnerability management or security testing experience is a strong plus
- Closed new-logo deals of $100K+ ARR with long, multi-stakeholder cycles, including technical evaluations and enterprise procurement
- Experience at an early- or growth-stage startup
- Experience selling products without an established budget line and building pipeline from scratch
- Practical use of a structured sales methodology such as MEDDPICC
- Strong existing network of security buyers in the US
- Clear writing and executive presentation skills
- Ability to hold technical conversations independently of a Solution Engineer
- Comfortable working with a team split between the US and Tel Aviv
- Willingness to travel to customers as needed
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