Enterprise Account Executive

Pivotal Partners is exclusively partnered to scale a Series B ($85 Million) Y Combinator & Lightspeed Ventures backed Authorisation company. This vendor helps enterprise companies eliminate standing access and consistently protect critical systems and data.

Their platform helps companies achieve ZSP posture by continuously and contextually evaluating user access and authorising access only when needed. This reduces the risk of data breaches and security incidents caused by compromised accounts or misuse.. After just 18 months of being launched, we have grown to circa 5 Million and have hired founding leadership from AppDynamics, Docker & and Z-scaler.

We're looking for a founding Enterprise Account Executive to help scale the next phase of growth across the US.

What you'll do:

• Own the full enterprise sales cycle from prospecting to close.
• Build and execute a territory plan to drive new business.
• Sell into large enterprise accounts, engaging Security, IT, and executive stakeholders.
• Qualify opportunities using MEDDIC and maintain accurate forecasting.
• Partner with Sales Engineering, Customer Success, and Marketing to win deals.
• Consistently achieve and exceed quarterly and annual revenue targets.

Requirements:

• Minimum 5+ years of Enterprise SaaS sales experience , consistently selling into large enterprise organisations.
• Proven success selling cybersecurity solutions (Identity, IAM, PAM, Zero Trust, Authorisation, Infrastructure Security, or adjacent markets).
• Strong experience managing complex, multi-stakeholder sales cycles using the MEDDIC qualification methodology.
• Previous experience in an early-stage startup (Seed–Series B/C), with the ability to build territory, create pipeline, and operate with limited structure.
• Track record of exceeding quota and closing six and seven-figure enterprise opportunities.
• Comfortable selling to technical and executive buyers, including Security, Infrastructure, Identity, and IT leadership.
• Based anywhere in the United States and able to work fully remotely.