Founding Account Executive – Energy Corridor, OT Hub Preferred

📋 Description

• Take ownership of a personal sales quota and manage the complete sales cycle (discovery, demonstrations, proposals, and closing contracts) for Valkyrie, Cygnet, Corvus, and Aesir within critical infrastructure accounts.

• Generate your own pipeline through outbound prospecting, enhanced by introductions from founders, partner referrals, and community connections. This position does not include SDR support.

• Maintain the necessary pipeline coverage and activity metrics to meet your quota, while adhering to a defined sales process with forecast discipline.

• Engage effectively with the entire OT buying committee, including CISOs, OT and engineering leaders, plant operations, and procurement, translating Insane Cyber's technical advantages into tangible business value.

• Collaborate with the CEO and product leadership to refine our Ideal Customer Profile (ICP), enhance our messaging, and develop a repeatable sales playbook for future Account Executives.

• Establish and nurture relationships with partners, Managed Security Service Providers (MSSPs), integrators, and industry organizations to drive both sourced and influenced pipeline.

• Represent Insane Cyber at OT security events such as S4, HOU.SEC.CON, DistribuTECH, and local ISA and InfraGard chapters.

• Provide valuable market insights to product and engineering teams regarding competitive positioning, customer requirements, and feature gaps that may impact win rates.

• Operationalize, monitor, and enhance the sales process and forecasting discipline as we transition from founder-led selling to a scalable, repeatable model.

⛳️ Requirements

• A minimum of 8 years in B2B sales, including at least 5 years in selling cybersecurity, industrial software, or critical infrastructure technology.

• A proven history of closing complex deals ranging from $100K to $500K+ ACV, with sales cycles lasting 6–12 months and involving multiple stakeholders across IT and OT.

• Demonstrated capability to self-generate pipeline; you can identify specific deals you have prospected, qualified, and closed without any inbound or SDR assistance.

• A working understanding of OT/ICS environments, including the distinctions between IT and OT security; you have experience on a plant floor or in a control room and recognize why availability and safety influence OT buyer decisions.

• Comfort in a metrics-driven, accountable early-stage setting where pipeline coverage and forecasting discipline are crucial.

• Excellent communication abilities, a collaborative mindset, and a capacity for rapid learning.

• Candidates with less experience will be considered if they can demonstrate success in building pipeline from scratch in a similar early-stage environment.

🏝️ Benefits

• Comprehensive medical, dental, vision, and life insurance coverage.

• Retirement plan with employer matching contributions.

• Flexible working hours along with a generous time-off policy.