About this role
Location: San Francisco, CA (remote considered for candidates with a strong existing book)
Work Model: Hybrid (~1-2 days/week in office); remote possible for the right profile
Industry: Application security software
Compensation: ~$150K base, ~$300K OTE (50/50 split)
About the CompanyOur partner is a venture-backed application security company founded by a team of red teamers and bug bounty hunters. They are a Y Combinator alum, recently closed a $12.5M seed round, and have earned notable industry recognition reserved for a handful of top security startups each year. Already at low-seven-figures ARR with multiple Fortune 500 customers, they are ramping toward a Series A. The product is highly differentiated, and in head-to-head technical evaluations the better tool tends to win, which makes for a clean, compelling sales story. The team is small, fast-moving, transparent, and extremely hungry.
The OpportunityThis is a founding Account Executive role with the chance to own enterprise accounts and, over time, build and lead your own team. There are more large enterprise opportunities than founder-led sales can handle, so you will both work inbound demand and source your own. You will own creative top-of-funnel strategy and lead generation, with a go-to-market engineer available to help execute campaigns and a customer engineer assigned to every proof of concept.
Deals run from discovery through stakeholder meetings to a short, capped POC and close, with an average contract value around $75K and clear opportunity to land $500K to $1M+ enterprise deals. Because POC outcomes are largely binary, you can focus your energy on qualification, sourcing, and navigating procurement. You will report directly to the founders.
ResponsibilitiesOwn and close enterprise accounts end to endSource your own pipeline and own creative top-of-funnel strategyRun the full cycle: discovery, stakeholder alignment, POC, and closeHold your own with InfoSec audiences (CISOs, security and application security leaders)Partner with the go-to-market engineer and assigned customer engineersHelp shape the enterprise motion and, over time, build out the teamRequirements~5+ years of enterprise sales experienceSold to the same buyers: CISOs, security engineers, application security leadersStartup experience (Series A or smaller)Genuine hunter mentality and willingness to travel at least monthlyBonus: a strong existing book with named relationships at target accounts, attendance at security conferences (RSA, Black Hat, DefCon), or a technical background (software development, solutions engineering, or vibe coding)