Account Executive - West

Description About Lema.AI Lema.AI is a well-funded, emerging cybersecurity startup based in New York and Tel Aviv, building the first risk engineering platform, turning TPRM analysts from checkbox compliance analysts into risk engineers that save the business. Backed by Team8, Salesforce and F2, and led by proven founders, Lema is redefining how enterprises understand and secure their vendor ecosystem. Lema is already revenue-generating with dozens of enterprise customers including fortune 500 companies. More about Lema: Lema.ai website Business Insider – Cybersecurity startup Lema has come out of stealth to raise $24 million Team8 – Why We Invested In Lema About the TPRM market: McKinsey – nearly one-third of recent cyber breaches originated from third parties Hitch Partners – Third-party risk dominates security priorities, with AI-enhanced attacks and cloud misconfigurations completing the top three concerns. The Opportunity We are seeking an elite, high-velocity Account Executive to join our founding sales team. Reporting directly to the CEO (while we actively recruit our VP of Sales), you will focus on hunting and closing mid-market (1K-10K employee) and enterprise (10K+) accounts. This is not a role for someone who wants to inherit a perfect system. You will be actively contributing to our broader go-to-market efforts—from iterating on the playbook and shaping ROI business cases to generating new sales collateral. What You’ll Do Hunt and Close: Own the full sales cycle from proactive pipeline generation to six-figure deal closure. Run the POC Motion: Drive technical wins by understanding core cybersecurity concepts, managing technical stakeholders, and executing tight 30-90 day Proof of Concepts. Map Complex Orgs: Navigate enterprise accounts, identify key decision-makers (CISOs, CIOs, Head of Risk), and build consensus across multiple influencers. Build the Engine: Act as a self-starter who is comfortable with ambiguity; create your own outreach strategies, target lists, and sales collateral. Qualify Ruthlessly: Use discovery to uncover true pain-points and exercise sharp judgment on when to push forward, pivot, or disqualify an opportunity. Requirements: What You Bring 6+ years of total B2B sales experience , with at least 4+ years specifically as an AE selling B2B mid-market or enterprise cybersecurity. Post-Series A cybersecurity startup experience. You know what it takes to build the plane while flying it. A proven track record of sourcing your own pipeline and hitting quota without relying entirely on inbound marketing. Strong technical aptitude to hold credibility—the “challenger” approach, with highly technical security buyers. Compensation Structure: $300K-$350K OTE (50/50 split) + equity Who You Are Unrelenting Hunter: You are persistent in prospecting and do not get discouraged by rejection. Scrappy & Resourceful: You make a big impact with lean resources and have the hustle to try different channels until you get traction. Tactful Operator: You are highly skilled in navigating sensitive stakeholder discussions and complex negotiations. Smart & Intuitive: You are quick on your feet, can grasp technical nuances, and instantly adapt your messaging to the room. Western US based: California, Denver, Phoenix, Las Vegas or Seattle. Why Lema This is an opportunity to solve the largest persisting problem in cybersecurity at the exact moment product-market fit is proven and scale begins. You’ll have ownership to help shape the GTM engine and partner directly with a visionary founder and deeply technical team tackling one of enterprise security’s hardest problems. Compensation & Benefits: Compensation Structure: $300K-$350K OTE (50/50 split) – based on experience Employee Stock options grant Unlimited PTO 401k Health Benefits #J-18808-Ljbffr