AI/Cybersecurity Enterprise Account Executive

Job Description

Job Description

AI/Cybersecurity Enterprise Account Executive

New York City, NY (Soho) · Hybrid (1–2 days/week on-site) · Full-time Compensation: $150,000 base + $150,000 variable ($300,000 OTE) + equity

About the Company

An AI governance and cybersecurity company building infrastructure for the world's largest banks, asset managers, and insurers. The platform delivers auditable AI guardrails, hallucination checks, red-teaming, and observability so regulated enterprises can productionize AI with confidence, selling into environments where model risk, data privacy, and third-party risk meet AI deployment. Founded 2021 · 11–50 people · Series A, heading toward Series B · Industry: AI Tools / AI governance & cybersecurity

The Role

A senior, full-cycle Enterprise Account Executive owning complex, multi-stakeholder deals across BFSI. You'll inherit a set of major tier-one named accounts plus greenfield territory. Average contract value $250K–$500K with 6–12 month sales cycles and a $2M annual quota. There are no SDRs; a strong inbound flow comes from the advisor and investor network, and the hire multi-threads their own deals.

What you'll be doing

• Own multi-stakeholder enterprise deals end-to-end across BFSI accounts, from prospecting through close and expansion
• Inherit tier-one named accounts plus greenfield territory
• Run value-based sales motions tied to risk reduction, regulatory exposure, and cost of inaction
• Lead executive conversations with CISOs, CIOs, CROs, Heads of Risk, Compliance, Privacy, and Governance
• Travel 1–2 weeks per month to customer sites once ramped
• Help shape territory strategy as the function scales (currently all greenfield)
• Partner closely with founders, forward-deployed engineering, and GTM leadership on late-stage deal mechanics

Tech stack: N/A (sales role)

Requirements

• 5–10+ years full-cycle enterprise sales
• Closed multiple 7-figure ARR deals
• BFSI sales experience (banks, asset managers, insurers)
• Sold to CISOs and CIOs
• Value-based, consultative selling
• NYC hybrid (Soho), 1–2 weeks travel/month

Green Flags

• Has personally closed multiple 7-figure ARR deals and can walk through a specific deal story — stakeholders, blockers, procurement hurdles, and how they won.
• BFSI sales tenure with deep CISO and CIO relationships. Selling to AI-specific roles (Head of AI Governance, Model Risk) is a plus, but the foundational signal is established C-suite security and IT credibility.
• Mix of big-company training and startup experience. Sold a product with real PMF at a top cybersecurity company (Palo Alto, Splunk, CrowdStrike, Okta) and then moved to a smaller, faster environment.
• Value-based selling background. UiPath, Blue Prism, or similar hyper-automation companies that sell on cost reduction and ROI fit this motion exactly.
• Senior IC operator who runs deals with discipline. Multi-threads stakeholders, builds consensus across technical, business, and risk teams, and orchestrates rather than just executes.

Red Flags

• No 7-figure deal history. A stated deal-breaker for the co-founder. Will not move past initial screen.
• Pure startup-only background with no big-company training. The hiring team explicitly wants candidates who learned how to sell at a structured, well-trained org first.
• Career SMB or mid-market AE without enterprise complexity. Cannot navigate 12-month BFSI cycles, regulatory procurement, or seven-figure pricing structures.
• Heavy reliance on SDR-fed top of funnel. The company has no SDRs. The hire works inbound from the advisor network plus their own multi-threading.
• Cisco-style enterprise lifer with no startup adaptation. Comfort-with-stability profile, not a fit for the pace.

Why Join

• Own tier-one BFSI named accounts plus greenfield territory from day one
• Strong inbound flow from the advisor and investor network despite no SDR layer
• High-leverage, founder-adjacent seat with real influence over territory strategy as the function scales