Account Executive
Own the full-cycle enterprise and commercial sales process for a new agent-native identity and access infrastructure category. The role requires technical B2B software sales experience, executive credibility, and the ability to build pipeline and repeatable go-to-market playbooks in a startup environment.
About the job
Responsibilities
- Own the full sales cycle from first conversation through close and expansion across commercial and enterprise deals.
- Develop messaging, qualification, and deal patterns for a new category.
- Create urgency around governed, agent-native infrastructure.
- Navigate security, engineering, platform, AI, legal, and executive stakeholders.
- Build multi-threaded champions and credible business cases.
- Generate pipeline through partners, community, events, and focused outbound.
- Partner with founders, sales leadership, product, and sales engineering; bring market feedback into the roadmap.
- Help design packaging, processes, partnerships, and the hiring blueprint for scale.
- Achieve sales targets and create repeatable playbooks.
Requirements
- Strong track record selling technical B2B software, including large, multi-stakeholder enterprise deals.
- Fluency with developers, security leaders, modern cloud and AI buyers, and executive stakeholders including CISOs, CIOs, CTOs, and senior engineering leaders.
- Expertise in discovery, account planning, mutual action plans, procurement, forecasting, and expansion.
- Strong storytelling, disciplined follow-through, and ownership of forecasts.
- Founder-stage mindset: curious, resourceful, low-ego, and proactive.
- Ability to work effectively amid complexity and startup-level pace and accountability.
Nice-to-haves
- Experience creating a new category.
- Background in identity, security, developer tools, cloud infrastructure, or AI platforms.
Compensation and Benefits
- Market-competitive salary and generous equity package with four-year vesting and a one-year cliff.
- Health, dental, vision, and paramedical coverage for employees and families.
- Four weeks of vacation, 11 statutory holidays, and one volunteer day annually.
- MacBook Pro, $500 peripherals stipend, and AI tools.
- Remote-first work with hiring focused in North and South America.
Skills
Enterprise Sales, B2B Software, Account Planning, Forecasting, Procurement, Outbound Sales, Cloud Infrastructure, Artificial Intelligence, Identity Management, Cybersecurity
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