Enterprise Account Executive - TOLA

Job description

## **About Us** Endor Labs is building the Application Security platform for the software development revolution. Modern software is complex and dependency-rich, making it increasingly difficult to pinpoint the risks that truly matter. Endor Labs solves this challenge by building a call graph of your entire software estate—enabling teams to clearly identify, prioritize, and fix critical risks faster. Trusted by companies that are one or one hundred years old, Endor Labs secures code whether it was written by humans or AI, and whether it's 40-year old C++ code or cutting edge Bazel Monorepos. Endor Labs was founded by serial entrepreneurs Varun Badhwar and Dimitri Stiliadis, and is backed by leading VC firms such as Dell Technology Capital, Lightspeed, and Sierra Ventures. Sound interesting? Let’s talk if you want to be part of the next big leap in security innovation! ## **How You’ll Make an Impact** We're hiring Enterprise Account Executives to own the full sales cycle—from discovery to close—driving new business with enterprise customers who care deeply about developer productivity and application security. This is a technically complex, multi-threaded sale. Our buyers are CISOs, AppSec leaders, and engineering executives, and you'll translate Endor Labs' capabilities into clear business value while partnering with Solution Architects, CS, SDRs, and Marketing. You won't inherit a full pipeline—you'll build it. The AEs who thrive here create demand and run a repeatable enterprise motion with intent. **Full-Cycle Ownership & Pipeline Generation** - Own complex, multi-stakeholder enterprise deals end to end, orchestrating SAs, CS, SDRs, and Marketing to win. - Self-source a meaningful share of your pipeline through strategic, trigger-based prospecting—you create demand, you don't wait for it. **Value-Based Selling & MEDDPICC** - Run rigorous discovery and qualify with discipline using MEDDPICC. - Apply a structured enterprise motion (e.g., Command of the Message) to move deals with purpose and predictability. **Technical Storytelling & Champion Building** - Translate technical depth into clear business outcomes and build a credible business case tied to measurable value. - Map the buying committee, build internal champions, and earn trusted-advisor status—you sell insight, not a feature checklist. **Forecast Discipline & Ownership** - Manage pipeline rigorously, forecast with precision, and consistently exceed targets. - Thrive in a fast-paced, high-growth environment—taking ownership over titles to win for the customer and the team. ## **What You Bring to the Table** You’re a strategic, technical seller who loves simplifying complexity and guiding customers through transformation. You know how to navigate ambiguity, collaborate deeply, and earn trust through insight and credibility. - 5+ years of full-cycle enterprise sales experience in cybersecurity, DevOps, or developer tools. - A strong track record of closing multi-threaded, six-figure deals with enterprise accounts - Experience in a structured, playbook-driven motion—Command of the Message, Force Management, MEDDPICC (or MEDDIC), or a comparable value-selling methodology. - Demonstrated over-attainment: President's Club, top-decile ranking, or a consistent record of beating quota. - You've done your best work at high-growth companies where you had to *create* demand, not fulfill inbound—and you know the difference. - Comfort selling to technical buyers—CISOs, Heads of Security, Engineering and Developer Productivity leaders. - High curiosity and initiative—you don't follow scripts, you lead the conversation. ## The Bar We Hire To We hold a bar above the market, and we're transparent about what it is. The best reps at Endor aren't defined by pedigree—they're defined by how they operate. We hire people who: - **Lead with character.** Commitment, humility, and grit. You've overcome something hard, you want to be the best, and you carry a strong moral compass into every room. - **Are coachable by default.** You seek feedback, act on it fast, and treat every deal as a chance to get better. - **Think sharply and translate complexity.** You build a credible business case and make hard concepts simple. - **Have proven it where it's hard.** You've carried a number at a high-growth, not-yet-household-name company and consistently beaten it. ## **Why Endor Labs** We’re building at the intersection of developer productivity and security — one of the fastest-growing spaces in software. Our dev-loved platform has real ROI, strong momentum, and customers who care about doing things right. At Endor Labs, we think big, start small, and learn fast. We take ownership, move with purpose, and always start with the customer’s success. We debate with data, make the complex simple, and challenge each other with kindness and candor. We celebrate wins, learn from misses, and have fun along the way — because when our customers win, we all win. **Endor Labs is an Equal Opportunity Employer.** We celebrate diversity and are committed to creating an inclusive environment for all employees. Even if you don't fit every requirement above, we believe in the power of diverse perspectives and experiences, so we encourage all talented individuals to apply—there's no one-size-fits-all here.