Account Executive (TOLA)

Job description

# **Territory: TOLA (Remote)** ## **About Fable Security** AI-driven threats and human error are today’s biggest enterprise security risks. Cybercriminals don’t hack systems—they exploit people. Human errors drive 70% of security breaches, making human behavior the primary and growing attack surface. At Fable, we believe that the right tools can convert people from targets to another layer of defense. Fable is the human risk platform that directly shapes employee behavior. Designed for simplicity and enterprise scale, our agentic platform synthesizes complex employee data, pinpoints risky behaviors, and deploys highly relevant interventions to people automatically, in real time, right where they work. Backed by Redpoint Ventures and Greylock Partners and founded by early Abnormal Security team members, Fable is solving cybersecurity’s biggest challenge in a multi-billion-dollar market. Our team includes alumni from Meta, Twitter, Flexport, Palantir, Rippling and top-tier universities like Waterloo, Columbia, Berkeley, Purdue, CMU, Stanford, UCLA, and USC. We are experiencing explosive growth, making this a career-defining opportunity to join and shape the future of security. ## **The Role** As an Account Executive in the TOLA region, you will own the full sales cycle, from prospecting and qualification through close. You’ll leverage your hands‑on security domain knowledge to build credibility with CISO’s and security teams, drive outbound prospecting, and hit quota consistently. ## **Key Responsibilities** - **Full‑Cycle Sales:** Source your own opportunities (cold outreach, events, referrals), qualify leads, demo, negotiate, and close deals. - **Enterprise Engagement:** Build trusted relationships with security leaders (CISOs, GRC, SecOps) at mid‑market and enterprise organizations.. - **Quota Attainment:** Consistently achieve or exceed quotas through proactive pipeline generation, sales execution, and disciplined forecasting. - **Cross‑Functional Collaboration:** Partner with Marketing, SDRs, Product, and Customer Success to refine messaging, craft winning proposals, and ensure smooth onboarding. - **Market Insight:** Share competitive intelligence, customer feedback, and product ideas to help shape our roadmap and positioning. - **Career Growth:** Leverage internal development programs and mentorship to accelerate your own progression—multiple promotions are encouraged for top performers. ## **What We’re Looking For** - **Experience & Progression:** 3+ years in SaaS sales with at least one internal promotion or clear track record of quota attainment and career growth. - **Startup & GTM Fit:** Proven success in early‑stage (Seed–Series C) or high‑growth environments, with hands‑on outbound prospecting and self‑sourced pipeline. - **Market Segment Expertise:** Regularly sold into mid‑market enterprises; comfortable navigating multi‑stakeholder buying processes. - **Tenacity & Ownership:** You own your territory end‑to‑end, thrive on challenging targets, and have the grit to turn cold calls into closed‑won deals. ## **Nice‑to‑Haves** - Direct experience selling security or GRC solutions—vulnerability management, human risk, SAT, risk management, or adjacent IT infrastructure. - Familiarity with MEDDICC or other enterprise sales methodologies. - Early-stage startup experience - Established relationships within the CISO community. ## **Why Join Us?** - Competitive base + uncapped commission - Equity ownership early in your career (meaningful upside) - Rapid career progression and high visibility with leadership - A collaborative, mission‑driven culture and flexible work model The estimated salary range for this position is estimated to be $250,000 - $300,000 OTE / year. Total compensation for this position may also include Restricted Stock units, sign-on bonus and other potential future incentives. Further note that total compensation for this position will be determined by each individual’s relevant qualifications, work experience, skills, and other factors. Fable Security is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status or other characteristics protected by law.