Founding Account Executive, AI Security & Governance

Sennovate is an AI-first cybersecurity managed services provider for the mid-market and a Google Cloud Security Partner. We lead with AI governance, helping security leaders secure how their organizations adopt and use AI, and expand into five core pillars: Identity & Access Management (IAM), SOC, Product Security, Infrastructure Security, and Governance, Risk & Compliance (GRC). We are Pre-Series A and building the sales function from the ground up. This role owns the full motion: hunt, discover, close, expand. No inherited playbook. Fully remote, US only. Must work EST business hours and coordinate with our AI Innovation Hub. Travel required for client meetings, conferences, and industry events. Why join - Ground-floor equity in a Pre-Series A company with an established, certified delivery team behind it - Lead with AI governance, one of the fastest-emerging conversations in security - Sell alongside our US CISO and Global CISO, with real credibility in every buyer conversation - Own the sales motion end to end. You're the sales leader here, not a seat on someone else's team What you'll do - Open conversations with AI governance and AI security, then expand into IAM, SOC, Product Security, Infrastructure Security, and GRC - Build pipeline from zero in mid-market (500-5,000 employees, $100M-$1B revenue) - Sell directly to CISOs, CIOs, security leaders, and executives accountable for AI risk - Work in lockstep with our US CISO and Global CISO to build buyer trust through content-led conversations, from first touch to close - Land new logos with low-barrier entry services, then convert them into compelling, long-term ARR - Develop a repeatable, AI-led security sales motion across verticals (healthcare, manufacturing, financial services, high tech, fintech) - Partner with the technical team (Director of Security Engineering, AI Innovation Hub) on discovery and POVs Strong-fit signals - Typically 8+ years in B2B sales, with 5+ years selling cybersecurity - Can lead an AI governance conversation with credibility: AI risk, shadow AI, data exposure, and emerging frameworks (NIST AI RMF, ISO 42001, EU AI Act) - Real cybersecurity sales experience. Speaks CISO language natively across identity, SOC operations, product security, cloud infrastructure, and compliance - Familiar with security operations platforms like Google SecOps, Stellar Cyber, Elastic, the Microsoft security ecosystem, or similar - Has hunted cold in cybersecurity, not just converted inbound or ridden a brand - Closed full-cycle deals in the $200K ARR range to mid-market buyers - Owns failures, diagnoses what went wrong, iterates. Doesn't externalize - Wants equity in something being built, not just a seat Measured by capability - Credibility leading AI security conversations with skeptical technical buyers - Proven cold-hunting ability (not brand-assisted demand conversion) - Founding-AE mindset: ownership, resourcefulness, comfort with ambiguity - Self-directed: builds the playbook, pipeline, and process without needing to be taught or managed - Lives \"See it, own it, solve it\": adaptable, takes full ownership, and stays accountable for outcomes Compensation OTE approx. $250K at quota, 50/50 base/variable split. Uncapped commission. Compensation and equity flexible based on the value you bring. Details shared during process.