Founding Sales Account Executive, Virtual / Remote
About the Company
We are a well-funded, early-stage cloud security company focused on eliminating risk at the foundation rather than generating more findings. Our platform systematically removes excessive access and permissions (the “access debt” that makes vulnerabilities exploitable) by enforcing adaptive least-privilege boundaries for humans, workloads, and AI agents.
Instead of another dashboard that surfaces endless issues, we analyze identity, network, and AI access together and enforce boundaries through the cloud’s own native controls. This shrinks the attack surface, enables safer AI adoption, and supports continuous compliance. The founding team previously built and scaled a category-defining security company that was acquired for hundreds of millions; we have raised significant capital from top-tier investors and are building in a high-conviction category.
In short: stop the endless remediation loop. Remove the access paths every breach relies on.
The Role
We are hiring a Founding Sales Account Executive (virtual/remote) to help build our enterprise go-to-market motion from the ground up. This is a high-ownership, quota-carrying hunter role. You will own full-cycle enterprise sales, close early strategic logos, help refine messaging and the sales playbook, and work closely with the founding team, VP of Sales, Sales Engineering, and Product.
Ideal for someone who thrives in ambiguity, has sold complex cybersecurity or cloud infrastructure platforms to CISOs and security leaders, and wants meaningful equity upside at a well-capitalized, category-defining company.
What You’ll Do
- Own a territory or named accounts and run full-cycle enterprise sales from prospecting through close and handoff.
- Build pipeline through targeted outbound, events, partner activity, and inbound qualification.
- Lead discovery and multi-threaded engagement with CISOs, security architects, cloud/platform teams, and executive stakeholders.
- Articulate the platform’s differentiation (action over findings, access elimination vs. detection, AI agent boundaries, cloud-native enforcement) in business and technical terms.
- Run technical validation and proof-of-value cycles in partnership with Sales Engineering.
- Negotiate and close deals; contribute to forecasting accuracy and CRM hygiene.
- Capture field feedback to help refine messaging, positioning, and the early sales process.
- Represent the company at industry events and help establish presence in the US market.
- Collaborate cross-functionally with Product, Marketing, and Customer Success as the team scales.
What We’re Looking For
- 5–8+ years of B2B SaaS sales experience with a track record of consistently hitting or exceeding quota in complex, multi-stakeholder enterprise deals.
- Proven success selling cybersecurity, cloud security, identity/access, CNAPP/CSPM, or related infrastructure platforms to CISOs and technical security buyers.
- Experience joining or thriving in an early-stage or high-growth startup environment (ideally as an early AE or founding sales hire).
- Strong consultative discovery skills and the ability to connect technical capabilities to business risk, compliance pressure, and AI adoption challenges.
- Comfortable engaging both technical and executive audiences without relying entirely on an SE.
- Self-starter who brings structure to ambiguity, owns outcomes, and is comfortable building process while selling.
- Excellent communication, storytelling, and executive presence.
- Location: Virtual/remote, US-based preferred (travel for customer meetings and events expected).
Nice to Have
- Existing network among CISOs, cloud security leaders, or in key verticals (tech, finance, healthcare, critical infrastructure).
- Experience selling against or alongside tools in the cloud security, identity, or AI security space.
- Channel, marketplace, or partner experience.
- Prior success selling a category-creating or highly differentiated platform.
What We Offer
- Competitive base + uncapped commission (OTE structured for strong performers).
- Meaningful early-stage equity.
- Direct impact on a category-defining product at a well-funded company with a proven founding team.
- High autonomy and visibility; this is a true founding sales seat.
- Fast-paced, high-ownership environment focused on winning for customers and building something lasting.
- Fully virtual/remote role with the flexibility to work from anywhere in the US.