Founding Account Executive

Job description

Tracebit is helping some of the world’s best security teams at Snyk, Docker, Riot Games and many more to ‘assume breach’ at scale. Tracebit detects intrusions in cloud environments using canaries - decoy assets deployed to deceive attackers. We're at a massive inflection point and there has never been a more exciting time to join us: - We have just raised a $20m Series A https://tracebit.com/blog/series-a, led by FirstMark and joined by Accel, MMC Ventures, Tapestry VC and CCL. - We are growing very quickly (we doubled ARR last quarter and will triple this year), having recently closed some incredible customers that we can’t disclose publicly! - We are one of the most exciting startups to be part of in the UK, have seen some great feedback from the market and are ready for explosive growth. - Regularly featured on top startup lists from industry veterans… Creandum’s Euro Seed top 50 list https://euroseed50.com/, Sifted’s 2025 London Startups To Watch https://sifted.eu/articles/london-based-startups-to-watch, Notions Cloud Top 100 https://cdn.prod.website-files.com/613b85712c9672dcafb125ed/67ee997d510af7304efdaecc_NOTION_cloud_challengers_report_2025_V18.pdf, AlbionVC’s NHI Breakdown https://albion.vc/spotlight/perspectives/a-new-era-of-secure-identity-management/, MMCs Proactive Security Analysis https://mmc.vc/research/proactive-security-bringing-the-attackers-perspective/, Accel’s Euroscape Top Startups 2024 https://cdn.prod.website-files.com/6643a08d305ab77f8c7566b6/670f22a19ea69a94f9710c1a_16%20October%20-%20Accel%202024%20Euroscape.pdf, etc. - Our research https://www.techradar.com/pro/security/google-gemini-security-flaw-could-have-let-anyone-access-systems-or-run-code has recently helped fix a P1 security flaw in Google’s Gemini CLI. - We're Seed stage, and have grown the company from 2 to 14 people in 18 months,, with plans to triple this in the coming year. We have strong traction in the US (80% of our customer base and forward-looking business). We've done this with a small team based in London. We've hit product-market fit and it's time to accelerate our growth by building our US sales team in San Francisco. Therefore, we are searching for a highly driven, emotionally intelligent and energetic individual to join Tracebit to help build our GTM practice from the ground up. You will report to Rob https://www.linkedin.com/in/robert-thurtell-5b6152112/?originalSubdomain=uk, our Director of Sales, who previously spent 5 years at Snyk as an early employee during a hyper-growth period from $18M to $300M ARR and 200 to 1,200 employees. You will also work closely with Tracebit's Co-Founders, CEO https://www.linkedin.com/in/andy-m-smith/ and CTO https://www.linkedin.com/in/sam-j-cox/, who were both early employees at Tessian which was sold to Proofpoint in 2023. This is a unique opportunity to join an early-stage, high-growth cybersecurity company, where you'll have real influence on our business growth with the opportunity to expedite your career as Tracebit grows. ABOUT THE ROLE: As our first US-based Account Executives, you'll be instrumental in building our US GTM engine. You'll work closely with our London-based Founding Sales Lead to establish repeatable sales processes while closing your own deals. What you'll do: - Close deals with some of the most exciting logos globally. You will own the full sales cycle from discovery through to contract signature on key deals into the $50-100k + ARR range, working across SMB and Mid-Market companies. - Work both inbound and outbound opportunities. Convert warm inbound leads from our growing user base and product-led motion. Run targeted outbound campaigns into accounts that match our ICP. You’ll own your own business. - Help build our sales playbook. We have GTM motions in place, but we want you to help re-write them. You will help to design a sales function - refining our discovery questions, demo flow, objection handling, and closing tactics. - Partner with the product and customer success teams. Provide feedback on what prospects share and what would accelerate deals. You’ll learn a lot about the product and help shape our roadmap based on market feedback. - Represent Tracebit at industry events. Attend key cybersecurity conferences (Black Hat, RSA, etc.) to build pipeline and strengthen relationships with prospects. - Operate with high velocity. You'll be managing multiple deals simultaneously, moving fast while maintaining deal quality. Expect to run many active opportunities. This is a hands-on closing role in a fast-moving startup. You'll have autonomy to experiment, direct access to founders, and the opportunity to grow at a rapid place. WHO WE'RE LOOKING FOR: - You've sold technical products before. 3-5 years selling B2B SaaS, ideally in cybersecurity or developer tooling. You've closed deals in the $50K-100K+ range and know how to navigate technical buyers. You don't need to be an engineer, but you can hold your own in conversations with CISOs and security engineers. - You can own the full sales cycle. You've run deals from the first call to the signed contract. You know how to qualify, demo, handle objections, navigate procurement, and close. You're comfortable with both 30-day velocity deals and longer complex sales cycles. - You're a builder, not just an executor. You've ideally been an early sales hire before (or want to be). You're excited about figuring things out as you go rather than following a prescriptive playbook. You'll help refine our pitch, messaging, and sales process based on what you're learning in the field. - You're hungry and self-sufficient. You don't wait for leads to be handed to you. You're comfortable building your own pipeline, working inbound opportunities, and finding creative ways to get in front of the right people. - You thrive in startup environments. You're energized by fast iteration, ambiguity, and working closely with founders and product teams. You've experienced the pace of an early-stage company and know it's not for everyone. - The right characteristics. We think the Founding Account Executives at Tracebit will succeed by being highly emotionally intelligent, have great hunger and grit, demonstrate attention to detail and are hard-working, entrepreneurial individuals. - Bonus points if: You were among the first AEs at a startup and/or you've sold into security or technical teams. FAQS Where is the office? This role is fully remote (Bay Area). Are you doing hybrid/remote? We are an office-first company, but this role is fully remote (Bay Area). Can you sponsor visas? We are not able to sponsor visas for this role.