Founding Territory Account Executive (Remote, W...
About Our Client Our client is a Series B cybersecurity SaaS company focused on modern access management. Their platform helps organizations operate securely in the cloud by delivering Just-In-Time (JIT) and Just-Enough (JEA) access across hybrid environments. This reduces access risk while improving developer and operational productivity. Headquartered in New York with an additional office in Tel Aviv, the company serves global enterprise customers, including multiple Fortune 500 organizations, and has been recognized in Gartner’s Magic Quadrant for Privileged Access Management. Why Join Them? This is a chance to join a fast-growing, award-winning security company solving real problems at the intersection of DevOps, Security, and Cloud Infrastructure. You’ll sell a highly technical, differentiated product, work with sophisticated buyers, and own your territory from the ground up. If you want to hunt, build, and win without layers of SDR hand-offs, this role is for you. Role Overview As a Founding Territory Account Executive, you will own the full sales cycle from first touch to close. You’ll be responsible for building pipeline, running discovery, managing technical buyers, and closing mid-market deals in a greenfield territory. This is a true hunter role with no SDR support, requiring strong outbound skills, comfort selling to technical stakeholders, and the ability to navigate complex security conversations. Key Responsibilities • Own the full sales cycle for mid-market accounts from prospecting through close • Build and develop a territory from scratch across West Coast, Central, or Mountain regions • Sell to technical buyers including DevOps, platform, and engineering teams • Run strong discovery and position their value against real security and access challenges • Manage deals with average contract values of $50k–$100k+ and sales cycles of 2–4 months • Collaborate closely with Sales Engineering and leadership on deal strategy • Consistently hit or exceed quota in a high-expectation environment Non-Negotiables • 3–4+ years of full-cycle Account Executive experience • Proven cybersecurity or DevSecOps sales experience • Demonstrated success selling to technical buyers (DevOps, platform, engineering teams) • Stable job history with a minimum of ~18 months per role • Strong outbound and hunting background (no reliance on SDR support) • Clear track record of quota attainment, President’s Club, or performance awards Nice to Have • Experience selling in the identity, access management, or DevSecOps space • Startup experience, especially Series A or Series B environments • Evidence of internal progression and increasing responsibility • Experience building greenfield territories Compensation & Benefits • On-Target Earnings: $270,000 - $320,000 (depending on your background and experience) • Uncapped commission structure • Competitive benefits package including healthcare, PTO, and standard benefits Location • Remote • Must Be Located in: West Coast, Central, or Mountain regions