Senior Account Executive

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Adaptive is a cybersecurity startup on a mission to stop AI-powered cyberattacks, founded by Brian Long and Andrew Jones—proven entrepreneurs behind Attentive (Forbes Cloud 100, $10B+ valuation) and Tap Commerce (acquired by Twitter). In April 2025, Adaptive raised $43M, led by a16z and the OpenAI Fund, marking OpenAI's first-ever cybersecurity investment.

As generative AI drives new cyber threats, Adaptive is building the defense layer every organization needs. Our platform combines personalized security training, AI-driven attack simulations, and automated threat triage, all powered by the Adaptive Risk Intelligence Engine to quantify human risk at the individual level. Trusted by top banks, tech companies, and healthcare organizations, we protect teams from emerging threats like deepfakes, smishing, and voice scams.

With a solid product foundation and a $200B+ market to transform, we're just getting started.

We’re looking for a driven, high-performing Account Executive to join our founding GTM team in Los Angeles. In this role, you’ll focus on landing large enterprise accounts across finance, healthcare, and technology.

You’ll be paired with a dedicated BDR to support top-of-funnel pipeline generation and outbound efforts, allowing you to focus on moving high-value deals through the funnel and closing new logos.

This is an in-office role in our LA HQ where you’ll work closely with leadership, marketing, product, and customer success to win strategic customers and shape the future of Adaptive’s sales motion.

If you're excited to sell a product that actually wows prospects, and to be part of a tight-knit team building something big from the ground up, this is the opportunity.

• Own the full sales cycle from prospecting to close, with a focus on enterprise deals
• Work alongside a dedicated BDR to develop pipeline through outbound and strategic targeting
• Engage C-level decision-makers across security, IT, compliance, and L&D
• Build and manage a strong, qualified pipeline of large accounts
• Collaborate with marketing on targeted campaigns and ABM strategies
• Work closely with Product and Engineering to tailor demos and influence roadmap
• Provide real-time feedback on messaging, pricing, and competitive positioning
• Help build the playbooks, processes, and systems that will scale Adaptive’s GTM engine

• 3–7+ years of B2B SaaS sales experience, preferably in cybersecurity or a technical category
• Proven success closing 6- and 7-figure deals with large enterprise customers
• Comfortable running a consultative sales process with multiple stakeholders
• Resourceful, gritty, and highly self-motivated—you thrive in startup environments
• Exceptional communicator, both in person and in writing
• Excited to work in-office in LA with a tight, high-output team

• High-impact role selling a product that resonates with real urgency
• Equity in a venture-backed company led by repeat founders
• Competitive comp with uncapped commission
• Premium healthcare and wellness benefits
• A no-politics, all-in culture where speed, ownership, and quality win