Founding Account Executive

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.