Senior Account Executive (Cyber)

TL;DR

Senior Account Executive (Cyber): Building GTM motion and category for endpoint AI observability platform with an accent on discovering buyers, clarifying use cases, and experimenting with positioning, pricing, and packaging. Focus on co-running high-stakes early deals, prospecting into target accounts, and shaping sales processes for scalable motion.

Location: Fully remote across the US & Canada

Salary: OTE $260k - $300k+, base $130K – $150K • Offers Equity

Company

Origin by Prelude is building the endpoint AI observability platform for AI-adopting organizations, backed by Sequoia Capital and other top firms.

What you will do

• Partner with founders on sales cycles for deeply technical or strategic opportunities.
• Deliver compelling story on AI agents, endpoint risk, and semantic security to CISOs, CIOs, and security teams.
• Experiment with deal structures like design partners, pilots, and land-and-expand to improve GTM process.
• Own your pipeline: prospect into target accounts and leverage network for high-quality conversations.
• Provide structured market feedback to shape product, messaging, and content.
• Define first quotas, sales processes, playbooks, and enablement materials.

Requirements

• 5+ years enterprise sales experience into Fortune 2000 organizations across complex procurement cycles.
• Sold into very early or ambiguous markets as early AE/first GTM hire at seed/Series A infrastructure/security company.
• Real enterprise security or infra experience (endpoint security, detection & response, identity, cloud security).
• Self-starter with bias toward action: prospecting, follow-ups, deck building, demo tuning.
• Comfortable with CISOs and technical architects.

Nice to have

• Short note on why early-market evangelical sales appeals to you.
• Example of shaping GTM motion.

Culture & Benefits

• Fully remote team across US & Canada, built on trust, autonomy, and excellence.
• Generous healthcare, flexible PTO, home-office support.
• High ownership, low ego, tight integration with product and research.
• Empowerment to take ownership, move with purpose, and continuously improve.