Founding Account Executive
$150k - $300ktalentpluto
Location: San Francisco, CA (remote considered for candidates with a strong existing book)
Work Model: Hybrid (~1-2 days/week in office); remote possible for the right profile
Industry: Application security software
Compensation: ~$150K base, ~$300K OTE (50/50 split)
About the Company
Our partner is a venture-backed application security company founded by a team of red teamers and bug bounty hunters. They are a Y Combinator alum, recently closed a $12.5M seed round, and have earned notable industry recognition reserved for a handful of top security startups each year. Already at low-seven-figures ARR with multiple Fortune 500 customers, they are ramping toward a Series A. The product is highly differentiated, and in head-to-head technical evaluations the better tool tends to win, which makes for a clean, compelling sales story. The team is small, fast-moving, transparent, and extremely hungry.
The Opportunity
This is a founding Account Executive role with the chance to own enterprise accounts and, over time, build and lead your own team. There are more large enterprise opportunities than founder-led sales can handle, so you will both work inbound demand and source your own. You will own creative top-of-funnel strategy and lead generation, with a go-to-market engineer available to help execute campaigns and a customer engineer assigned to every proof of concept.
Deals run from discovery through stakeholder meetings to a short, capped POC and close, with an average contract value around $75K and clear opportunity to land $500K to $1M+ enterprise deals. Because POC outcomes are largely binary, you can focus your energy on qualification, sourcing, and navigating procurement. You will report directly to the founders.
Responsibilities
- Own and close enterprise accounts end to end
- Source your own pipeline and own creative top-of-funnel strategy
- Run the full cycle: discovery, stakeholder alignment, POC, and close
- Hold your own with InfoSec audiences (CISOs, security and application security leaders)
- Partner with the go-to-market engineer and assigned customer engineers
- Help shape the enterprise motion and, over time, build out the team
Requirements
- ~5+ years of enterprise sales experience
- Sold to the same buyers: CISOs, security engineers, application security leaders
- Startup experience (Series A or smaller)
- Genuine hunter mentality and willingness to travel at least monthly
- Bonus: a strong existing book with named relationships at target accounts, attendance at security conferences (RSA, Black Hat, DefCon), or a technical background (software development, solutions engineering, or vibe coding)
Vacancy posted 2 days ago
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