Account Executive

This is a fully remote position, open to applicants in United States.

📋 Description

• Take ownership of new logo enterprise deals from start to finish, beginning with initial discussions with CISOs or red team leads, progressing through proof of value, contract signing, and eventual expansion.

• Develop and qualify a sales pipeline within a designated territory of large US enterprises through outbound efforts, events, introductions via Team8 and investor networks, as well as handling inbound leads.

• Oversee the entire sales process, which includes discovery, aligning executives, creating mutual action plans, pricing negotiations, procurement processes, security reviews, and closing deals.

• Manage six-figure deals that involve multiple stakeholders.

• Collaborate with Solution Engineers to outline proof-of-value assessments, determining success criteria, identifying champions, and engaging economic buyers.

• Convert offensive security findings into risk and budget language suitable for CISO board discussions.

• Position the product in comparison to pentesting services, BAS, and other AI-driven offensive tools.

• Keep precise records of the sales pipeline and provide weekly forecasts using HubSpot.

• Grow established accounts into larger, multi-year partnerships.

• Assist in defining the ideal customer profile, messaging strategies, and sales processes.

• Offer field insights to the Product team.

• Report directly to the Head of Sales and work collaboratively with Solution Engineers and founders.

⛳️ Requirements

• A minimum of 5 years of full-cycle enterprise SaaS sales experience, with a proven history of achieving or surpassing quotas.

• Experience in cybersecurity sales targeting CISOs, security leaders, and red teams.

• A background in offensive security, vulnerability management, or security testing is highly advantageous.

• Successfully closed new logo deals exceeding $100K in Annual Recurring Revenue (ARR) that involved lengthy, multi-stakeholder processes, including technical evaluations and enterprise procurement.

• Experience working at an early-stage or growth-stage startup.

• Proven ability to sell products without an established budget line and to build a pipeline from the ground up.

• Practical experience with a structured sales methodology, such as MEDDPICC.

• Strong existing network of security buyers within the United States.

• Excellent writing skills and proficiency in executive presentation.

• Capability to engage in technical discussions independently of a Solution Engineer.

• Comfortable collaborating with a team distributed between the US and Tel Aviv.

• Willingness to travel to customer locations as required.

🏝️ Benefits

• Competitive salary and performance-based incentives.

• Comprehensive health, dental, and vision insurance.

• Opportunities for professional development and growth.

• Flexible work hours and remote work options.

• A dynamic and inclusive company culture.