SMB Account Executive (Cybersecurity)

TL;DR

SMB Account Executive (Cybersecurity): Managing the full sales cycle for small and mid-sized businesses to drive net-new ARR with an accent on value-based pitching and risk reduction through identity protection. Focus on building a robust pipeline through outbound prospecting, conducting deep discovery calls, and collaborating with technical teams for successful POCs.

Location: Fully remote within the U.S.

Salary: Base $70,000–$90,000, OTE $140,000–$180,000

Company

A cybersecurity company providing machine identity protection and open-source tools like TruffleHog to prevent credential leaks.

What you will do

• Own the entire sales process from identifying new opportunities to closing deals, ensuring a seamless customer experience.
• Build and manage a robust pipeline through self-generated outbound prospecting and inbound leads.
• Conduct deep discovery calls to understand prospect needs and position cybersecurity solutions to solve their pain points.
• Partner with Solutions Architects to provide product demos and facilitate successful proof-of-concepts (POCs).
• Develop tailored proposals and manage contract negotiations with key decision-makers.
• Collaborate with Marketing for customer acquisition and Partner with Customer Success to drive upsell and expansion.

Requirements

• 2+ years of experience in a quota-carrying Account Executive role selling to SMB or mid-market customers.
• Proven track record of exceeding quotas while managing complex sales cycles.
• Ability to communicate the value of cybersecurity solutions to both technical and non-technical audiences.
• Highly organized with strong forecasting discipline and CRM hygiene (Salesforce).
• Must be based in the United States.
• Work authorization for the US is required (E-Verify participant).

Nice to have

• Knowledge of open-source, DevOps, or AppSec software.
• Prior cybersecurity sales experience.
• Previous experience in a startup or high-growth SaaS company.

Culture & Benefits

• Fully remote work with an $800 new hire stipend and $100/month workspace allowance.
• Comprehensive health benefits with 80% of premiums covered for employees and dependents.
• 401(k) match of 100% on the first 6% of contributions.
• Annual stipends for health & wellness ($1,200) and learning & development ($2,000).
• Flexible paid time off and 14 paid holidays.
• Bi-annual company off-sites in locations like Hawaii, Cabo, and the Rocky Mountains.