Account Executive

Role Overview

• Build Pipeline From Scratch: Create and execute outbound prospecting strategies using a mix of cold calling, LinkedIn, events, and network leveraging to generate qualified opportunities with cloud-focused tech companies and financial services organisations.
• Own the Full Sales Cycle: Drive every stage from first touch through contract negotiation and close, navigating complex enterprise buying processes with multiple stakeholders and decision-makers. Work collaboratively with your Security Consultant on technical validation while maintaining control of the commercial relationship.
• Lead Consultative Discovery: Run discovery conversations that uncover real pain around false positives, alert fatigue, limited security resources, and the gap between vulnerability findings and actionable remediation. Understand the customer's world before proposing solutions.
• Get Hands-On With the Product: Develop deep product knowledge to conduct meaningful first conversations, understand how our AI agents investigate and triage vulnerabilities, and speak credibly about technical workflows. Our strongest AEs can demo the product themselves.
• Pioneer Our Go-to-Market: Contribute directly to sales methodologies, playbooks, and best practices as we build the GTM function. Provide market feedback that shapes product roadmap and positioning. Refine our ideal customer profile and target segments based on what you learn in the field.
• Collaborate With Engineering and Product: Work closely with technical teams to communicate customer needs, participate in feedback loops, and bring a data-driven perspective to how we prioritise and position capabilities.

Requirements

• Cybersecurity Sales Experience: Direct experience selling cybersecurity or security-adjacent products -
• vulnerability management, appsec, cloud security, pen testing, SIEM/SOAR, email security, or DSPM. You understand the landscape well enough to hold your own with CISOs and Heads of Vulnerability Management from the first conversation.
• Early-Stage Sales DNA: At least one role at a Series A-C company where you built the sales process, generated pipeline without a recognised brand behind you, and created methodologies from scratch. You know what it takes to sell when nobody's heard of your company yet.
• Track Record of Overperformance: Consistent quota attainment above 100%, ideally with demonstrable outperformance against peers. You know your numbers and they speak for themselves.
• Consultative Selling Approach: Experience with solution-based selling focused on customer outcomes. You lead with curiosity, work to understand client objectives before proposing solutions, and build trust-based relationships where customers see you as a partner rather than a vendor.
• Technical Curiosity: Genuine interest in going deep on the product, understanding how it works, and engaging credibly with technical buyers. You're the kind of AE who requests sandbox access, studies competitor products, and wants to understand the engineering behind what you're selling.
• Strong Prospecting Muscle: Proven ability to build pipeline through outbound activity -
• cold calling, LinkedIn, events, creative approaches. You have a specific, repeatable process for generating qualified opportunities.
• Enterprise Deal Navigation: Proven ability to map complex organisational structures, build champions, manage multi-stakeholder buying processes, and close deals of $100K+ in value.

Tech Stack

• Cloud
• Cyber Security
• Go

Benefits

• Ground Floor Opportunity: Shape the sales motion of a well-funded Series A security startup from day one. You'll be building the foundation that scales, not inheriting someone else's process.
• Ambitious Challenge: We're building at the intersection of generative AI (LLMs and agents) and cybersecurity, solving one of the most pressing challenges security teams face today: the overwhelming volume of vulnerability findings that consume resources without improving security posture.
• Expert Team: Work alongside hands-on leaders with experience in Big Tech and Scale-ups. Our team has been part of the leadership teams behind multiple acquisitions and an IPO. You'll collaborate daily with engineers, product, and leadership who are deeply technical and invested in your success.
• Impactful Work: Cybersecurity is a force for good. Help security teams focus on what actually matters by eliminating noise and false positives, ultimately improving the security posture of major organisations.