Sales Account Executive, SMB

Company Overview

XBOW is redefining offensive security by building the world’s first autonomous pen testing platform, powered by AI. Traditional human-led pen testing struggles to keep pace with modern software development and an increasingly sophisticated threat landscape.

XBOW enables security teams to continuously test and harden systems using AI-driven offensive security, helping organizations reduce risk before attackers strike. Backing from Sequoia Capital and Altimeter, combined with a team behind Git Hub Copilot and Git Hub Advanced Security, positions XBOW to build the next generation of security infrastructure.

SMB Account Executives will drive new customer acquisition for companies with 100 million to 1 billion in annual revenue. This role owns a high-velocity book of business, managing opportunities from initial discovery through close, while delivering a strong, efficient buyer experience.

You will engage security, engineering, and technical leaders at growing companies, helping them understand risk and adopt autonomous pen testing as part of their security posture. Success in this role comes from strong discovery, clear value articulation, disciplined pipeline management, and consistent execution. This role partners closely with SDRs and Sales Engineering to qualify inbound and outbound opportunities, run effective evaluations, and close business efficiently.

• Own the full sales cycle for SMB customers, from discovery through close
• Manage a high-volume pipeline and consistent deal execution
• Conduct consultative discovery conversations to understand customer security needs, risk tolerance, and priorities
• Present and demo XBOW’s autonomous pen testing platform to security, engineering, and technical stakeholders
• Clearly articulate value tied to risk reduction, efficiency, and security outcomes
• Partner closely with SDRs on lead qualification, account coverage, and follow-up strategy
• Consistently meet or exceed monthly and quarterly revenue targets

• Consultative seller with strong discovery, qualification, and closing skills
• Comfort engaging technical buyers, including security, engineering, Dev Ops, and GRC teams
• High level of organization and discipline with pipeline management and forecasting
• Capability to manage multiple active opportunities without sacrificing quality
• Collaborative mindset combined with personal accountability for results
• Motivation driven by customer impact and long‑term value creation

• 1-3+ years of experience in B2B SaaS sales, including a quota-carrying closing role
• Proven success selling to SMB customers
• Track record of meeting or exceeding sales targets in a high-velocity environment
• Experience selling technical products such as cybersecurity, Dev Ops, developer tools, or infrastructure software preferred
• Hands‑on experience using Salesforce, Linked In Sales Navigator, Zoom Info, Gong, and other modern sales engagement tools

• Exposure to security buying motions involving risk, compliance, or trust‑based decisions
• Familiarity with pen testing, application security, vulnerability management, or cloud security concepts
• Experience working in a scaling SaaS organization

Pay and Equity
Competitive base salary, performance-based commission, and equity participation.

Career Development
Clear opportunities for advancement within the sales organization as XBOW continues to scale.

Impact
Direct contribution to modernizing offensive security and helping teams protect critical systems.

• Location:
  
  Arlington, VA, USA (Hybrid
  - In‑office 3-5 times a week), or US remote
• Employment Type:
  
  Full‑time

XBOW integrates AI deeply into its product and operating model. The team values strong sales fundamentals, curiosity, and professionalism. Candidates excited to sell a differentiated cybersecurity platform in a fast‑growing market are encouraged to apply.