Account Executive
On-siteSan Francisco, California, United States or San Mateo, California, United States
Job Summary
Carry a full book by handling high inbound volume, prospecting to build your own pipeline, running discovery and POCs, navigating security review and procurement, closing, and expanding accounts. Sell to senior technical buyers, including CTOs, CISOs, and Heads of AI, while helping build the early sales motion around qualification, forecasting, and deal reviews. Report to the CEO, assist in hiring decisions, and turn working practices into a teachable playbook. This role involves growing into larger enterprise deals and broader sales leadership as the company moves upmarket. The position is in person with travel to meet customers.
Required Qualifications
- full-cycle sales for technical infrastructure or security products
- selling to AI, security, or engineering buyers
- closed deals in the mid-six figures and up
- consistently beaten your targets
- build pipeline from zero
- show how you sourced and created opportunities
- built an early sales motion before
- playbook
- qualification
- forecasting
- deal inspection
- sold in enterprise or regulated environments
- security review
- procurement
- legal
- multi-threading
- senior
- AI-native
- speak credibly about AI infrastructure
- MCP
- agents
- MEDDIC
- move fast without a lot of process
- build the playbook
Desired Qualifications
- Security, dev-tools, or infrastructure background
- Founding GTM or first-sales-hire experience that grew into a team
- Comfort representing the company in the field
- conferences
- dinners
- in-person meetings with CISOs and AI leaders
- Social selling on LinkedIn
- using intent signals to build prospecting lists
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