Founding Account Executive
Founding AE builds US GTM from ground up at early-stage cybersecurity startup, owning full-cycle sales of $50-100k ARR deals to SMB/mid-market security teams via inbound/outbound. Requires 3-5 years B2B SaaS sales experience, builder mindset, and startup hustle.
About the job
Responsibilities
- Close deals with exciting logos, owning the full sales cycle from discovery to contract signature on $50-100k+ ARR deals across SMB and Mid-Market.
- Work inbound and outbound opportunities, converting warm leads and running targeted campaigns into ICP accounts.
- Help build sales playbook: refine discovery questions, demo flow, objection handling, and closing tactics.
- Partner with product and customer success teams to provide feedback and shape roadmap.
- Represent Tracebit at cybersecurity conferences (Black Hat, RSA) to build pipeline.
- Operate with high velocity, managing multiple deals simultaneously.
Requirements
- 3-5 years selling B2B SaaS, ideally cybersecurity or developer tooling; closed $50K-100K+ deals.
- Own full sales cycle: qualify, demo, handle objections, navigate procurement, close (30-day velocity to complex cycles).
- Builder mindset: early sales hire experience, refine pitch/messaging/processes.
- Hungry, self-sufficient: build own pipeline, work inbound/outbound.
- Thrive in startups: fast iteration, ambiguity, close founder/product collaboration.
- Emotionally intelligent, gritty, detail-oriented, entrepreneurial.
Nice-to-Haves
- First AE at a startup and/or sold into security/technical teams.
Skills
B2B SaaS, Cybersecurity, Salesforce, Demo Skills, Pipeline Building, Objection Handling, Procurement Navigation, Ciso Engagement, Security Engineers, Outbound Prospecting
Similar jobs
Account Executive jobs
Cape
Arlington, VA
Drive revenue growth by selling privacy and security solutions to the United States Navy. The role requires at least five years of customer-facing experience, defense or government-sector expertise, enterprise sales capability, active TS/SCI clearance, and willingness to travel extensively.
Docker
United StatesManages and expands Docker’s strategic enterprise accounts by developing growth plans, closing business, negotiating contracts, and building executive relationships. Requires 5+ years selling to complex F100 organizations and strong communication, negotiation, forecasting, and account-planning skills.
Vercel
San Francisco, CAOwn renewals, expansion, and revenue outcomes across a high-volume portfolio of existing commercial customers. The role suits an emerging seller with customer-facing or pipeline-generation experience who can learn technical products and manage full-cycle sales activity.
Brex
New York, NY
Drives revenue growth by expanding card spend and cross-selling financial software to existing mid-market clients while cultivating new opportunities. Requires at least three years of B2B SaaS or payments sales experience, closing expertise, and outbound prospecting skills.
OneSignal
San Mateo, CAThe Mid-Market Account Executive will source, manage, and close net-new and upsell revenue across North America, partnering with SDRs and engaging product leaders, marketers, and developers. The role requires at least four years of software sales experience and a demonstrated record of quota attainment.