[Remote] Account Executive

Note: The job is a remote job and is open to candidates in USA. Assail is a company that provides an autonomous multi-agent offensive security platform. They are looking for an Account Executive to manage the full enterprise sales cycle targeting Fortune 1000 accounts in regulated industries, shaping the enterprise playbook and expanding existing accounts.ResponsibilitiesOwn the full sales cycle. Prospect, qualify, run discovery, scope POVs, negotiate, and close new-logo enterprise deals. Carry an annual quota and forecast accurately every weekBuild and manage pipeline. Generate qualified pipeline through a mix of outbound, account-based plays, ecosystem partners, events, and inbound. Maintain pipeline coverage of at least 3x quotaMulti-thread enterprise accounts. Map account org charts, build relationships across security, engineering, procurement, and the C-suite, and run executive-level conversations with CISOs and CIOsRun rigorous discovery. Uncover the customer's application security program, current AppSec/DAST/pentest spend, compliance drivers (PCI, HIPAA, FedRAMP, SOC 2, DORA), and the business outcomes they needLead POVs and technical evaluations. Partner with sales engineering to scope, run, and close proof-of-value engagements. Translate Ares' findings into business risk and ROI the buyer's executive team will fundNegotiate and close. Lead pricing, redlines, and procurement cycles. Partner with legal and finance to close clean, multi-year enterprise agreementsExpand existing accounts. Drive land-and-expand motion across business units, subsidiaries, and adjacent application portfolios within named accountsOperate the CRM with discipline. Keep HubSpot pristine — stage hygiene, next steps, MEDDPICC fields, close dates, and accurate forecasting. The pipeline is the productFeed the company. Surface competitive intelligence, product gaps, pricing signal, and customer language back to marketing, product, and the CRO. AEs at this stage shape the company, not just hit a numberRepresent Assail externally. Attend industry events, customer dinners, analyst briefings, and partner meetings. Carry the brand the way it deserves to be carriedSkills7+ years of quota-carrying enterprise software sales experience, with at least 3 years selling cybersecurity to the Fortune 1000Demonstrated track record of consistently hitting or exceeding $1M+ ARR quotas, with deal sizes of $150K–$1M+ ACVExperience selling into CISOs, VPs of Application Security, Heads of Product Security, and DevSecOps leadersDeep fluency in the AppSec landscape: DAST, SAST, IAST, pentesting, bug bounty, ASPM, and where each fits in the buyer's stackDisciplined sales methodology — MEDDPICC, Command of the Message, Force Management, or equivalent. Able to articulate champion-building, economic-buyer access, and decision criteria with rigorStrong technical credibility. Able to run a discovery call with a Head of AppSec without a sales engineer in the room, and to demo Ares competentlyExperience running POVs and technical evaluations against incumbents and competitive toolsExcellent written and verbal communication. Crisp executive presence with CISOs and CIOsHubSpot or Salesforce fluency, with the operational discipline to keep forecasts accurateComfortable in an early-stage environment — high autonomy, ambiguity, fast iteration, and direct collaboration with the founder and CROPrior experience selling an emerging-category or AI-native security product where the buyer needs education, not just comparisonExisting relationships with CISOs and AppSec leaders in financial services, healthcare, automotive, or critical infrastructureExperience selling into the U.S. federal government, DoD, or intelligence community, including familiarity with FedRAMP, ATO processes, and federal procurement vehiclesBackground in security engineering, penetration testing, or AppSec prior to moving into salesExperience as an early AE at a Series A–C security startup that scaledCompany OverviewAssail develops an agentic AI platform for autonomous offensive security testing targeting mobile apps, APIs, and web infrastructure. It was founded in 2025, and is headquartered in Boston, Massachusetts, USA, with a workforce of 2-10 employees. Its website is https://www.assailai.com.