Stealth Cyber Startup- Account Executive

Job description

**This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Stealth Cyber Startup – Account Executive based in the United States.** The Account Executive will drive enterprise sales for an innovative cybersecurity startup developing advanced offensive security technology for large organizations. This role offers the opportunity to join a business that has achieved product-market fit and is scaling its US sales operations. You will own the entire sales cycle, from prospecting and executive discovery to technical evaluations, contract negotiations, and account expansion. Working closely with security leaders, solution engineers, and company founders, you will translate complex cybersecurity capabilities into compelling business cases that address enterprise risk and budget priorities. As an early sales team member, you will also help shape the go-to-market strategy, refine sales processes, and establish the playbook for future growth. This opportunity is ideal for a proven enterprise sales professional who combines cybersecurity expertise, strategic thinking, and a strong drive to build pipeline and close high-value deals. ### Accountabilities: - Build and Manage Enterprise Pipeline: Develop and qualify a robust pipeline across an assigned territory of large US enterprises through outbound prospecting, industry events, inbound leads, and professional networks. - Own the Full Sales Cycle: Manage enterprise opportunities from initial discovery and executive alignment through mutual action planning, pricing, procurement, security reviews, contract negotiation, and closing. - Drive High-Value Enterprise Deals: Lead complex, six-figure sales opportunities involving multiple stakeholders, long sales cycles, technical assessments, and enterprise purchasing requirements. - Lead Proof-of-Value Evaluations: Partner with Solution Engineers to define evaluation scope, establish measurable success criteria, secure internal champions and economic buyers, and convert successful evaluations into signed contracts. - Develop Compelling Business Cases: Translate offensive security findings and technical capabilities into clear business value, risk reduction, and budget justification that resonates with CISOs and executive decision-makers. - Position Solutions Competitively: Differentiate the company's offering against penetration testing services, breach and attack simulation (BAS) solutions, and other AI-powered offensive security tools. - Maintain Accurate Forecasts: Keep pipeline data, opportunity stages, and sales forecasts current in HubSpot, providing reliable weekly updates and proactive visibility into deal risks and progress. - Expand Customer Relationships: Identify opportunities to grow existing accounts into broader, higher-value, multi-year customer partnerships. - Refine Sales Strategy: Contribute to defining the ideal customer profile, messaging, qualification criteria, and repeatable sales processes as the organization scales. - Share Market Intelligence: Communicate customer feedback, competitive insights, and emerging market needs to Product and leadership teams to inform product development and go-to-market decisions. - Collaborate Across Teams: Work closely with the Head of Sales, founders, Solution Engineers, and colleagues across the United States and Tel Aviv to advance opportunities and strengthen commercial execution. ### Requirements: - Enterprise SaaS Sales Experience: At least 5 years of full-cycle enterprise software sales experience, with a consistent track record of meeting or exceeding sales quotas. - Cybersecurity Sales Expertise: Experience selling to CISOs, security executives, and red teams. Background in offensive security, vulnerability management, or security testing is a strong advantage. - Proven Enterprise Deal Success: Demonstrated success closing new-customer contracts worth $100,000 or more in annual recurring revenue (ARR), including complex sales cycles, technical evaluations, and enterprise procurement processes. - Startup and Growth Experience: Experience working in an early-stage or growth-stage company, particularly selling innovative solutions that require market education, new budget creation, and pipeline development from the ground up. - Structured Sales Methodology: Practical experience using MEDDPICC or a comparable qualification and forecasting framework to manage opportunities and improve sales predictability. - Established US Security Network: A strong professional network among US cybersecurity buyers and decision-makers, with the ability to build relationships and generate enterprise opportunities. - Executive Communication: Excellent written communication, presentation, and negotiation skills, with the ability to build credible business cases for senior executives. - Technical Sales Acumen: Ability to discuss cybersecurity concepts, customer challenges, and technical evaluations confidently while collaborating effectively with Solution Engineers. - Commercial Ownership: A proactive, results-oriented approach to prospecting, opportunity management, forecasting, and closing deals, with a willingness to take full responsibility for sales outcomes. - Cross-Functional Collaboration: Ability to work closely with founders, technical teams, and sales leadership in a fast-moving startup environment. - International Teamwork: Comfort collaborating with colleagues across US and Tel Aviv time zones. - Travel Flexibility: Willingness to travel to customer sites and industry events as business needs require. ### Benefits: - Competitive Base Salary: Annual base salary ranging from $145,000 to $165,000 USD. - Remote Work: US-based remote working arrangement. - Early-Stage Ownership: Opportunity to join a cybersecurity startup during its growth phase and help shape its enterprise sales strategy. - High-Impact Sales Role: Direct ownership of enterprise opportunities, strategic customer relationships, and high-value deal execution. - Close Collaboration with Leadership: Work directly with the Head of Sales, company founders, and Solution Engineers on strategic opportunities. - Go-to-Market Influence: Opportunity to help define the ideal customer profile, refine messaging, and establish repeatable sales processes. - Emerging Cybersecurity Technology: Exposure to innovative offensive security technology and an evolving enterprise cybersecurity market. - Account Growth Opportunities: Ability to develop long-term enterprise relationships and expand successful customer engagements.