[Remote] Account Executive

Note: The job is a remote job and is open to candidates in USA. Token Security is an early-stage, high-growth cybersecurity startup focused on redefining identity security. They are seeking an Account Executive to manage the full sales cycle, drive pipeline generation, and collaborate closely with cross-functional teams to achieve sales goals.ResponsibilitiesBuild, maintain, and continuously refine a prioritized list of target prospects, partners, and customers within your assigned territoryLeverage a multi-channel approach to drive consistent pipeline creationRegularly analyze territory performance, pipeline health, and account prioritization to maximize efficiency and impactDevelop deep expertise in Token Security’s platform, use cases, and differentiated value propositionClearly articulate Token’s business and security outcomes to technical and executive stakeholders, including CISOs, IAM leaders, Cloud Security teams, and DevOpsTranslate customer pain points into compelling, outcome-driven solution narrativesIdentify, qualify, validate, and advance sales opportunities through disciplined discovery and evaluation frameworksLead in-depth discovery sessions, demos, proof-of-value engagements, and customer evaluations to increase win rates and deal velocityDevelop tailored sales strategies, formal proposals, and account plans for each opportunityIdentify and position Token Security effectively against competitive solutions in identity security, identity governance, and adjacent marketsConfidently handle objections and competitive bake-offs by highlighting Token’s differentiated capabilities and measurable customer impactBuild and maintain a robust, accurate sales pipeline aligned with company targetsDeliver reliable monthly and quarterly sales forecasts, with clear visibility into deal status, risks, and next stepsMaintain strong CRM hygiene and data integrity to support predictable revenue growthPartner closely with Sales Engineering, Product, Marketing, and Customer Success to ensure strong deal execution and customer outcomesProvide structured feedback from the field to influence product roadmap, messaging, and go-to-market strategyContribute to the development of repeatable sales processes, playbooks, and best practices as the company scalesSkillsProven track record of consistently achieving or exceeding quota in a SaaS or cybersecurity sales roleExperience managing complex, consultative sales cycles, including RFPs, security reviews, and multi-stakeholder buying committeesDemonstrated success working with channel and technology partners in joint selling motionsStrong understanding of identity security, identity governance, IAM, or adjacent security domains (or the ability to ramp quickly)Exceptional written and verbal communication skills, with the ability to present confidently to both technical and executive audiencesStrong discovery, listening, and problem-solving skills — able to assess customer challenges and design effective paths forwardAbility to build trust and credibility across multiple levels of a customer organization, from practitioners to senior leadershipHighly collaborative team player who thrives in fast-paced, ambiguous startup environmentsBenefitsCompetitive compensationMeaningful equityStrong career growth potentialCompany OverviewToken Security is a non-human identity security firm that scans tech stacks to detect machine identities and prevent breaches. It was founded in 2023, and is headquartered in Tel Aviv, Tel Aviv, ISR, with a workforce of 11-50 employees. Its website is https://token.security.