Own the pipeline: Build and grow a portfolio of net-new mid-market and enterprise accounts through outbound prospecting, inbound conversion, events, conferences, and partner channels
treating inbound as one channel among many while maintaining an outbound-first, self-generated pipeline discipline
Run the full cycle: Own every stage of the deal process
outreach, discovery, technical validation, business case development, negotiation, and close
Educate the market: Run consultative discovery conversations around AI risk, AI-generated code, governance, compliance, and secure AI adoption
Shape the product and GTM motion: Bring field insights directly back to Product, Marketing, and Leadership to help refine messaging, roadmap, and go-to-market strategy
Partner cross-functionally: Work closely with Sales Engineering, Customer Success, Product, and Leadership to move strategic opportunities forward
Represent Mend AI externally: Be a visible presence at security conferences, executive meetings, webinars, customer roundtables, and across the partner ecosystem

5–10+ years of SaaS sales experience with a consistent track record of net-new logo acquisition and exceeding quota
Experience selling security, DevSecOps, developer tooling, application security, cloud security, or adjacent technical products into engineering and security organizations
Strong executive presence with the ability to sell effectively to both technical stakeholders (DevSecOps, engineering leadership, security teams) and economic buyers (CISO, CTO, VP Engineering)
Success operating in early-stage or high-growth environments with high autonomy and low process overhead
Strong business judgment, curiosity, and comfort navigating an evolving market category
Disciplined pipeline management, forecasting accuracy, and clean CRM hygiene in Salesforce.

Account Executive – AI Team

Key skills