# Founding Account Executive

**Company:** [Tracebit](https://hotfix.jobs/companies/tracebit)
**Location:** Remote
**Role:** Account Executive
**Salary:** $180k – $210k/yr
**Experience:** 3+ years
**Skills:** B2B SaaS, Cybersecurity, Salesforce, Demo Skills, Pipeline Building, Objection Handling, Procurement Navigation, Ciso Engagement, Security Engineers, Outbound Prospecting
**Posted:** 2026-05-12

> 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.

## Job Description

## 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.

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**Apply:** https://hotfix.jobs/jobs/33d5fd09-2220-41df-9692-fa2d8e67b7c0
**Canonical:** https://hotfix.jobs/jobs/33d5fd09-2220-41df-9692-fa2d8e67b7c0