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Tracebit

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.

180k – 210kSan Francisco, CAAccount ExecutiveRemote3+ YOE
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About the role

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 SaaSCybersecuritySalesforceDemo SkillsPipeline BuildingObjection HandlingProcurement NavigationCiso EngagementSecurity EngineersOutbound Prospecting

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