Founding Account Executive
Founding Account Executive closes $50-100k+ ARR deals in cybersecurity SaaS, owning full sales cycles for SMB/mid-market. Builds US GTM processes, handles inbound/outbound, partners with product/CS, requires 3-5 years B2B sales experience with technical buyers.
About the job
Responsibilities
- Close deals owning the full sales cycle from discovery to contract signature on $50-100k+ ARR deals across SMB and Mid-Market companies.
- Work inbound and outbound opportunities, converting warm leads and running targeted outbound campaigns.
- Help build the sales playbook, refining discovery questions, demo flow, objection handling, and closing tactics.
- Partner with product and customer success teams to provide prospect feedback and shape the product roadmap.
- Represent Tracebit at industry events like Black Hat and RSA to build pipeline and relationships.
- Operate with high velocity, managing multiple deals simultaneously.
Requirements
- 3-5 years selling B2B SaaS, ideally in cybersecurity or developer tooling; experience closing $50K-100K+ deals and navigating technical buyers like CISOs and security engineers.
- Ability to own full sales cycle: qualify, demo, handle objections, navigate procurement, and close (both 30-day and complex cycles).
- Builder mindset: experience as early sales hire, excited to refine pitch, messaging, and processes.
- Hungry and self-sufficient: build own pipeline, work inbound, find creative ways to reach prospects.
- Thrive in startup environments with fast iteration, ambiguity, and close founder/product collaboration.
- Emotionally intelligent, gritty, detail-oriented, hard-working, entrepreneurial.
Nice-to-Haves
- First AE at a startup and/or sold into security or technical teams.
Skills
B2B SaaS, Cybersecurity, Developer Tooling, Sales Cycle Management, Demo Skills, Objection Handling, Procurement Navigation, Pipeline Building, Outbound Sales, Inbound Sales
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