Senior Account Executive

Job description

About Origin Origin is building the endpoint AI observability platform https://www.originhq.com/blog/what-is-ai-observability for AI-adopting organizations. We believe that organizations should not adopt AI on their endpoints without observability in place, and we want to be the platform that maximizes the productivity & safety of that adoption. The company exists to maximize the diffusion of intelligence inside an organization, maximize the productivity of agentic systems and the humans driving them, keep agent actions traceable end-to-end so that when a user asks for something in a prompt they can verify the agent actually did what was expected, and give organizations one interface to answer the hardest questions they have about how work gets done. Our platform monitors and protects some of the most important organizations in the world. We are backed by Sequoia Capital, Brightmind Ventures, IA Ventures and other top firms. Role We’re looking for a founding, Senior Account Executive who thrives in undefined markets and wants to help build both the GTM motion and the category. In a world where traditional playbooks don’t yet exist, your job is to help us: - Discover who the real buyer is - Clarify the early wedge and repeatable use cases - Run tightly looped experiments on positioning, pricing, and packaging - Turn founder-led sales into a scalable, learnable motion You’ll work directly with the founder and early engineers, sitting in the center of product, sales, and market learning. Responsibilities - Partner with founders on sales cycles: Co-run high-stakes early deals with the founder, especially deeply technical or strategic opportunities. - Bring a clear, compelling story: Focusing on AI agents, endpoint risk, and “semantic security” to CISOs, CIOs, security engineering, and AI platform teams. - Improve our GTM process: Experiment with deal structures (design partners, pilots, land-and-expand) and influence how we price and package early offerings. - Take full ownership of your pipeline: Prospect directly into target accounts and partner with our network, investors, and advisors to open doors, building and maintaining a focused pipeline of high-quality conversations. - Be the voice of the market internally:Bring concrete, structured feedback on buyers, objections, integrations, and workflows back into product and engineering, helping shape messaging, narrative, and content. - Contribute to the foundations of sales at Origin: Help define our first quotas and sales process in a way that fits this stage, creating the first generation of playbooks, talk tracks, and enablement materials that future reps will use. - Model the culture for future sales hires: High ownership, low ego, tightly integrated with product and research. Skills and Experience - 5+ Years of Sales Experience: Enterprise sales into Fortune 2000 organization across complex procurement and budgeting cycles. - Self-starter mindset: Takes ownership of your process, follow-ups, and pipeline without needing a playbook. - You’ve sold into very early or ambiguous markets: You’ve been an early AE / first GTM hire at a seed/Series A infrastructure or security company and you’re comfortable selling when the category name isn’t obvious. - You have real enterprise security or infra experience: You’ve sold products in endpoint security, detection & response, identity, cloud security, devtools, or low-level infra, and are comfortable with CISOs and technical architects. - You have a bias toward action and ownership: You’re happy to prospect, run your own follow-ups, build your own deck, write the follow-up memo, and help tune the demo, without a tight process to be effective (though you know how to build those later). - You care about the mission: You believe that AI and agents on endpoints are going to change how enterprises operate. Nice to Haves - A short note on why early-market, evangelical sales appeals to you, and - One example of a time you helped shape the GTM motion. Working at Origin Origin is a fully remote team across the US & Canada, built on trust, autonomy, and excellence. We empower our team to take ownership, move with purpose, and continuously improve. Our culture values top performers who align with our mission and embrace high standards. We offer generous healthcare, flexible PTO, and home-office support, ensuring our team has the freedom and resources to thrive. While we move fast, we prioritize quality, collaboration, and remain committed to building impactful security solutions with precision.