Account Executive

A fast-growing cybersecurity software company is seeking an Account Executive to drive new business growth across enterprise and mid-market accounts. This is a high-impact, full-cycle sales role selling a differentiated security platform that helps organizations better understand and reduce real-world cyber risk.

You'll work alongside a dedicated Business Development Representative (BDR) and Solutions Engineer (SE), giving you the support needed to build pipeline, run technical evaluations, and close complex deals. The role offers significant visibility, direct collaboration with leadership, and the opportunity to influence product direction through customer feedback.

Key Responsibilities

Full-Cycle Sales Ownership

• Manage the entire sales process from prospecting through close.
• Identify, qualify, and develop new business opportunities within enterprise and mid-market organizations.
• Lead discovery, business-value discussions, negotiations, and contract execution.

Pipeline Development

• Partner with a dedicated BDR to generate and convert outbound opportunities.
• Supplement pipeline through personal networking, strategic prospecting, referrals, and account-based selling techniques.
• Build and maintain a healthy pipeline to consistently achieve revenue targets.

Consultative & Technical Selling

• Engage security leaders, technical stakeholders, and executive decision-makers.
• Collaborate with Solutions Engineers on demonstrations, evaluations, and proof-of-value engagements.
• Translate technical capabilities into measurable business outcomes for customers.

Forecasting & Sales Operations

• Maintain accurate opportunity tracking and forecasting within CRM.
• Manage pipeline hygiene and follow a structured sales methodology.
• Provide market intelligence and competitive insights to leadership.

Customer & Market Feedback

• Serve as the voice of the customer by sharing field insights with product and engineering teams.
• Help influence future platform enhancements based on customer needs and market trends.

Qualifications

Required Experience

• 3-5 years of quota-carrying B2B SaaS sales experience.
• Experience selling cybersecurity solutions preferred, including areas such as vulnerability management, application security, red teaming, attack surface management, exposure management, or related security technologies.
• Demonstrated success closing deals in the enterprise and/or mid-market space.
• Experience managing multi-stakeholder sales cycles and technical buying committees.
• Strong prospecting and business development skills with the ability to generate pipeline independently.
• Comfortable engaging technical audiences, including security practitioners and executives.
• Experience using structured sales methodologies such as MEDDIC, MEDDPICC, Command of the Message, or equivalent.
• Strong organizational skills with consistent CRM discipline and forecasting accuracy.
• Self-starter mentality with the ability to thrive in a fast-paced, high-growth environment.

Preferred Qualifications

• Established relationships within the cybersecurity community.
• Experience selling highly technical software solutions to engineering or security teams.
• Background in AI/ML technologies, developer tooling, or other complex technical platforms.
• Previous hands-on cybersecurity experience (e.g., security operations, penetration testing, red teaming, security consulting).
• Active involvement in industry events, conferences, or professional cybersecurity communities.

Compensation & Benefits

• Competitive base salary plus uncapped commission structure.
• Comprehensive healthcare, dental, and vision coverage.
• Equity participation opportunity.
• Generous paid time off and holiday schedule.
• Modern sales and enablement technology stack.
• Ongoing professional development and training.
• High exposure to executive leadership and opportunities for career advancement.

Determining compensation for this role (and others) at Vaco/Highspring depends upon a wide array of factors including but not limited to the individual's skill sets, experience and training, licensure and certifications, office location and other geographic considerations, as well as other business and organizational needs. With that said, as required by local law in geographies that require salary range disclosure, Vaco/Highspring notes the salary range for the role is noted in this job posting. The individual may also be eligible for discretionary bonuses, and can participate in medical, dental, and vision benefits as well as the company's 401(k) retirement plan. Additional disclaimer: Unless otherwise noted in the job description, the position Vaco/Highspring is filing for is occupied. Please note, however, that Vaco/Highspring is regularly asked to provide talent to other organizations. By submitting to this position, you are agreeing to be included in our talent pool for future hiring for similarly qualified positions. Submissions to this position are subject to the use of AI to perform preliminary candidate screenings, focused on ensuring minimum job requirements noted in the position are satisfied. Further assessment of candidates beyond this initial phase within Vaco/Highspring will be otherwise assessed by recruiters and hiring managers. Vaco/Highspring does not have knowledge of the tools used by its clients in making final hiring decisions and cannot opine on their use of AI products. EEO Notice

Vaco by Highspring is an Equal Opportunity Employer and does not discriminate against any employee or applicant for employment because of race (including but not limited to traits historically associated with race such as hair texture and hair style), color, sex (includes pregnancy or related conditions), religion or creed, national origin, citizenship, age, disability, status as a veteran, union membership, ethnicity, gender, gender identity, gender expression, sexual orientation, marital status, political affiliation, or any other protected characteristics as required by federal, state or local law.

Vaco by Highspring and its parents, affiliates, and subsidiaries are committed to the full inclusion of all qualified individuals. As part of this commitment, Vaco by Highspring and its parents, affiliates, and subsidiaries will ensure that persons with disabilities are provided reasonable accommodations. If reasonable accommodation is needed to participate in the job application or interview process, to perform essential job functions, and/or to receive other benefits and privileges of employment, please contact View email address on click.appcast.io.

Vaco by Highspring also wants all applicants to know their rights that workplace discrimination is illegal.

Representation Notice

By submitting to this position, you agree that you will be giving Vaco by Highspring the exclusive right to present your as a candidate for the foregoing employment opportunity. You further agree that you have represented information about yourself accurately and have not affirmatively misrepresented your qualifications. You also agree to maintain as confidential, to the fullest extent permitted by law, any information you learn from Vaco by Highspring about the position and you will limit disclosure of information about the position only to the extent necessary to perform any obligations in furtherance of your application. In exchange, Vaco by Highspring agrees to exercise reasonable efforts to represent you through all solicitation, job screening and resume dispersal.

For residents of Ontario, Canada: Based on Highspring's discussions with its Client, Highspring's understanding is that this position for employment is a current vacancy (either through Highspring as a contractor or with the client directly).

Privacy Notice

Vaco by Highspring and its parents, affiliates, and subsidiaries ("we," "our," or "Vaco by Highspring") respects your privacy and are committed to providing transparent notice of our policies.

• California residents may access Vaco by Highspring HR Notice at Collection for California Applicants and Employees here.
• Virginia residents may access our state specific policies here.
• Residents of all other states may access our policies here.
• Canadian residents may access our policies in English here and in French here.
• Residents of countries governed by GDPR may access our policies here.

Additionally, submissions to this position are subject to the use of AI to perform preliminary candidate screenings, focused on ensuring minimum job requirements noted in the position are satisfied. More details about Vaco by Highspring's use of AI can be found here ( Further assessment of candidates beyond this initial phase will be conducted by recruiters and hiring managers. Vaco by Highspring does not know and cannot opine on if its client's use of AI products in hiring.

Pay Transparency Notice

Determining compensation for this role (and others) at Vaco by Highspring depends upon a wide array of factors including but not limited to:

• the individual's skill sets, experience and training;
• licensure and certification requirements;
• office location and other geographic considerations;
• other business and organizational needs.

With that said, as required by local law, Vaco by Highspring believes that the following salary range referenced above reasonably estimates the base compensation for an individual hired into this position in geographies that require salary range disclosure. The individual may also be eligible for discretionary bonuses.