Account Executive

Job Description:

Who We Are

Were on a mission to stop the most dominant cyberattacks on the planet.
Were looking for a high-performing Account Executive to join our fast-moving founding team.

Were building an AI-powered platform to protect SMBs from account takeovers. SMBs spend over $100B a year on cybersecurity, and their cloud accounts (Microsoft 365, Google Workspace) are the #1 attack surface.

Our founders are ex-Abnormal Security, Palo Alto Networks, and Bridgewater.

Over the last year, we have established ourselves as the best-in-class solution for account attack detection. We already protect over 100,000 users across 1800+ businesses. We win 90%+ of head-to-heads. Our customers consistently tell us that we have the best product they've ever used, and were on track to hit $3M ARR this year.

We did YC W24. Y Combinator was so impressed with our traction that they just led our seed round.

We believe in radical leverage - that a small team of exceptional people can run laps around hundred-person companies. Were looking for smart, scrappy account executives who are hungry to learn and help us 10x the business in the coming months.

The Opportunity

• This market is massive. SMBs spend over $100B a year on cybersecurity. Their cloud accounts (Microsoft 365, Google Workspace) are their #1 attack surface.
• Our immediately addressable niche is huge. Our biggest competitor has ~12-15% market share, prices 50% less than we do, and makes ~$45M ARR from this product alone. And, we have won every bake-off against them.
• Product-wise, our biggest competitors are both way, way behind. Both of our biggest competitors (a) produce lots of false alarms, and (b) routinely miss the attacks altogether.
• ~20% of the market is looking for a solution to this problem right now. ~40% already has something that solves this problem worse. All of this can be snapped up.
• The attacks we stop happen all the time. They are by far the most common cyber attacks. ~1x/month per 500 users an MSP covers. This also means that bigger accounts are easier to close. A 10,000-user prospect will face ~15-20 account compromises per month. Each of these we catch faster, and some well catch where their current tool misses it altogether.
• This is a rare chance to join early and help scale from $2M to $10M+ in the next 12 months.

What Youll Do
Think:
Ownership.

• Get great at discovery and ruthlessly qualify.
• Manage and own full sales cycles.
• Closely develop sales strategy with the founding team.
• Multi-thread across technical and C-suite types. Get buy-in.
• Travel for conferences, roughly 1-2x/month.
• Prioritize ruthlessly.
• Self-source pipeline when needed through outbound, follow-up, and creative plays.

What You Know

• MEDDPICC - Youve internalized the framework and know how to qualify deeply, forecast accurately, and identify risk early.
• Mid-Market SaaS Sales - Youve worked 1-3 month cycles where urgency needs to be created, not assumed.
• Solution Selling - You connect product features to real business outcomes - like driving operational efficiency or reducing risks.
• Buying Triggers and Personas - You know what pushes a mid-market team to buy, and how to navigate technical and non-technical stakeholders.
• Bonus - Familiarity with Command of the Message and how to lead with value drivers, proof points, and deal mantras.

What Youve Done

• 2-5 years of full-cycle SaaS closing experience, ideally with:
  • ACVs in the $30k-$150k range
  • Technical products that need buy-in from both the tech team and the C-suite.
  • Exposure to both outbound and inbound motions
• Proven track record of hitting or exceeding quota in a fast-paced, high-output environment.
• Experience selling to both technical and budget-controlling stakeholders.

How You Show Up

• Cognitively sharp - You learn fast, ask killer questions, and speak the language of your buyer.
• Execution-oriented - You qualify hard, follow up religiously, and always close next steps.
• Resourceful - You dont wait for perfect. You figure it out and find a way.
• Accountable - You own your number. Period.
• Coachable - You ask for feedback and apply it fast.

Values That Define Us

• The Nike principles.
• Slope is what matters, not y-intercept.
• Momentum is everything.
• Find the 90/10.
• Sleep. Exercise. Meditate.

Benefits and Pay:

• Healthcare, dental, vision, all the good stuff - (100% paid)
• Equity
• Every tool you need to succeed
• Uncapped commission

This role is in-person, here in San Francisco. Our office is right in the heart of Hayes Valley.