About this role
Location: San Francisco, CA preferred Work Model: Hybrid preferred; remote considered for highly relevant candidates Industry: Application Security / Cybersecurity / SaaS Compensation: Approximately $300K OTE, with an expected 50/50 base and variable split; final compensation may vary based on experience and fit
About the CompanyOur partner is a fast-growing application security startup helping enterprise engineering and security teams identify and resolve vulnerabilities more effectively. Founded by experienced security practitioners with backgrounds in red teaming, bug bounty, and leading technology organizations, their team has built a highly technical product that is already being adopted by large enterprise customers.
The company is backed by top-tier investors, recently raised a significant seed round, and is preparing for its next stage of growth. With a small, high-performing team and strong early traction, this is an opportunity to join at an early inflection point and help shape the company’s enterprise go-to-market motion.
The OpportunityOur partner is hiring a Founding Enterprise Account Executive to help expand its enterprise sales function. This person will own high-value opportunities across large security and engineering organizations, with responsibility for sourcing, qualifying, advancing, and closing new business.
This is not a mature sales seat where leads, process, and accounts are fully handed over. The ideal candidate is a strong enterprise seller who can create pipeline, navigate technical buyers, partner closely with founders and technical teams, and help build the repeatable sales motion from the ground up. For the right person, this role offers meaningful ownership and the potential to grow into a broader leadership role as the team scales.
ResponsibilitiesOwn full-cycle enterprise sales opportunities from prospecting through closeSource new enterprise pipeline through outbound, events, customer research, referrals, and creative account-based strategiesSell to technical security stakeholders, including application security, product security, security engineering, and broader InfoSec teamsRun strong discovery, qualification, stakeholder mapping, objection handling, and procurement navigationPartner with customer engineering and technical team members during demos, evaluations, and proof-of-concept processesBuild a deep understanding of customer pain points, security workflows, and competitive dynamicsHelp define repeatable outbound, qualification, and enterprise sales processesRepresent the company at conferences, customer meetings, and industry events as neededWork directly with the founding team to provide market feedback and improve the go-to-market strategyRequirementsApproximately 5+ years of B2B sales experience, with meaningful enterprise sales exposureExperience selling into cybersecurity, application security, product security, security engineering, or similarly technical buyersStrong ability to self-source pipeline and operate in an early-stage, founder-led sales environmentPrior experience at a high-growth startup, ideally Series A stage or earlierAbility to communicate credibly with technical stakeholders and understand security concepts well enough to avoid relying entirely on technical supportTrack record of managing complex sales cycles with multiple stakeholdersStrong ownership mentality, urgency, and comfort operating without fully built systems or processesWillingness to travel for customer meetings, conferences, and field eventsPreference for candidates based in or willing to spend regular time in San FranciscoNice to HaveExisting relationships with application security, product security, or security engineering leadersExperience selling application security, code scanning, CNAPP, DevSecOps, or adjacent security productsFamiliarity with security conferences and communities such as RSA, Black Hat, or DEF CONTechnical curiosity or prior exposure to software engineering, solutions engineering, security research, or developer-focused products