Senior Account Executive

Job Description Reports to: CEO Location: Remote (US-based), Los Angeles a plus Compensation: Base + uncapped, commission-heavy variable + residuals on renewals Read This First This is a hunter role. We are not handing you a pipeline, an SDR team, or a stream of inbound leads. We're a referral-driven firm, and every meaningful deal we've closed came through trust — a warm introduction, a network relationship, or an existing client expanding. That's not a weakness we're hiring you to fix with cold outbound; it's the model we're hiring you to scale. If you need marketing to feed you, this isn't your job. If you have a real network of mid-market CEOs, CFOs, and CTOs — or the channel relationships (insurance brokers, PE operating partners, fractional CFOs, MSPs) that reach them — and you want uncapped commission on a book of recurring retainer revenue that compounds every year, keep reading. This is the right role for a strong closer with 4–6 years of experience who's ready to own sourcing end-to-end and earn like it — not a manager, and not a first sales job. About Framework Security We're a boutique cybersecurity consulting firm based in Los Angeles serving mid-market companies in fintech, construction, healthcare, and SaaS. Our model is embedded, retainer-based security: most firms hand you a PDF and leave — we stay until the gaps are closed. That model produces sticky, recurring revenue and clients who renew and expand year after year. Our services span compliance programs (SOC 2, ISO 27001, CMMC, NIST 800-171), penetration testing, incident response, vCISO/embedded security leadership, and AI security and governance — including a productized Shadow AI Audit that gives you a low-friction wedge offer to open doors. Timing matters in two of our verticals right now: construction companies in the defense supply chain are facing a hard CMMC Level 2 deadline, and fintech companies are scrambling on AI compliance. You'd be selling urgency, not FUD. What You'll Own Your own sourced pipeline. You bring the relationships. You open the doors. The CEO partners with you as the technical closer on complex deals, but sourcing is yours — that's the whole point of the role. Our referral channel programs. We have two partner referral programs in development — one targeting cyber insurance brokers, one targeting PE firms and fractional CFO practices. You'll help build these out and turn them into repeatable channels. If you already have relationships in these worlds, you'll hit the ground running. A named-account reactivation list. Roughly $500K in named, previously lost deals — real companies with real budgets who didn't buy the first time. Not a warm pipeline, but not a cold start either. Revenue accountability. You carry a self-sourced revenue number. We'll set it together based on your ramp plan, but the expectation is that within 12 months, revenue you sourced is a real, growing line on our P&L. What You Will NOT Be Doing Working inbound leads or marketing-qualified leads (there is no lead machine here) Managing existing client accounts (our delivery team and CEO own those relationships) Running cold outbound sequences and hoping (we've tested it; it doesn't close in our business) Waiting for anyone to hand you anything What We're Looking For Must-haves: 4–6 years selling B2B services with a track record where much of your closed revenue was self-sourced — not purely marketing-fed or inherited accounts. A real, current network of mid-market buyers (CEO/CFO/CTO) and/or channel partners — brokers, PE operating teams, fractional CFO shops, MSPs. In the interview process, we will ask you to walk us through specific relationships and where your first 10 conversations would come from. Come ready. Experience closing $25K–$250K services and retainer deals with mid-market buyers. Comfort selling trust-based, relationship-driven engagements with 1–4 month cycles. Founder-led, small-team DNA. You build; you don't administrate. Nice-to-haves: Background in cybersecurity, GRC, compliance (SOC 2, ISO, CMMC, HIPAA), or AI governance Existing relationships in construction, fintech, healthcare, or the cyber insurance ecosystem Experience with partner/referral channels HubSpot fluency Compensation Philosophy We built this comp plan for a hunter, which means the ceiling is uncapped and the leverage is in the variable: $85,000 base salary — every Framework Security employee is on the same base; it's not negotiable. All compensation differentiation happens through the variable plan below, which is where a real hunter makes their money. Uncapped commission on self-sourced revenue — meaningfully higher rate than any company-assisted deal Residual commission on renewals of retainers you originated — our clients renew, so your book compounds year over year instead of resetting to zero every January Optional draw structure during ramp, recoverable against commission Great medical, dental, and vision benefits. 401K Matching Unlimited PTO (if you are in a state that allows it) If you're the network-rich hunter we're describing, this plan pays you well above a fat base ever would. If you're not, it won't — and that's by design. What Success Looks Like 90 days: Your network is activated — first-degree conversations booked, referral partner programs supported, qualified self-sourced pipeline building. 6 months: First self-sourced retainer deals closed. Referral channels producing warm introductions. Reactivation list fully worked. 12 months: Self-sourced and channel-sourced revenue is a real, growing line on the P&L, and your renewals residual book is beginning to compound. Why Framework Security Recurring retainer revenue model — you're building a compounding book, not chasing one-time projects Real proof points: marquee mid-market clients across defense-adjacent construction, fintech, healthcare, and nonprofit Genuinely differentiated positioning: embedded security model + combined AI and security expertise, with ISO 42001 certified auditors Small enough that your work is visible and your upside is real; established enough that you're selling a real track record, not vaporware A CEO who closes alongside you as the technical authority — you're never selling without air support