Account Executive - West Coast

Operant AI is a leading company in the AI security space, recognized for its comprehensive real-time security platform. The Account Executive will be responsible for managing the sales cycle of Operant's products in the West Coast region, focusing on enterprise clients and driving revenue growth through effective sales strategies.

Responsibilities:

• Own and grow a Bay Area-anchored territory, targeting enterprise security buyers across industries including tech, financial services, healthcare, and defense
• Drive net-new ARR by identifying and closing opportunities for Operant's AI Gatekeeper, MCP Gateway, and Agent Protector solutions, as well as new solutions launching multiple times per quarter. The ability to quickly get up to speed on new product and feature launches is critical
• Navigate complex, multi-stakeholder sales cycles involving CISOs, AI/ML platform leads, security architects, and DevOps teams
• Translate highly technical concepts — MCP security, agentic risk, runtime AI defense, non-human identity (NHI) controls — into clear business value for executive audiences
• Partner with Solutions Engineers on technical deep-dives, POCs, and proof-of-value engagements, while still being able to converse at a technical level with technical CISO’s, VPs of engineering, and heads of AI who start first conversations with phrases like, “Don’t waste my time with marketing speak, just tell me if you can do x, y, or z and how long will it take.” You must be able to answer those questions yourself without passing it over immediately to a Sales Engineer
• Develop and manage a healthy pipeline with accurate forecasting in CRM (Apollo, Hubspot)
• Represent Operant AI at Bay Area and West Coast conferences, industry events, and executive briefings
• Collaborate with channel and alliance partners to expand reach and accelerate deals