Account Executive POST NUMBER: 483101

A fast-growing cybersecurity software company is seeking an Account Executive to drive new business growth across enterprise and mid-market accounts. This is a high-impact, full-cycle sales role selling a differentiated security platform that helps organizations better understand and reduce real-world cyber risk.

You'll work alongside a dedicated Business Development Representative (BDR) and Solutions Engineer (SE), giving you the support needed to build pipeline, run technical evaluations, and close complex deals. The role offers significant visibility, direct collaboration with leadership, and the opportunity to influence product direction through customer feedback.

Key Responsibilities

Full-Cycle Sales Ownership

• Manage the entire sales process from prospecting through close.
• Identify, qualify, and develop new business opportunities within enterprise and mid-market organizations.
• Lead discovery, business-value discussions, negotiations, and contract execution.

Pipeline Development

• Partner with a dedicated BDR to generate and convert outbound opportunities.
• Supplement pipeline through personal networking, strategic prospecting, referrals, and account-based selling techniques.
• Build and maintain a healthy pipeline to consistently achieve revenue targets.

Consultative & Technical Selling

• Engage security leaders, technical stakeholders, and executive decision-makers.
• Collaborate with Solutions Engineers on demonstrations, evaluations, and proof-of-value engagements.
• Translate technical capabilities into measurable business outcomes for customers.

Forecasting & Sales Operations

• Maintain accurate opportunity tracking and forecasting within CRM.
• Manage pipeline hygiene and follow a structured sales methodology.
• Provide market intelligence and competitive insights to leadership.

Customer & Market Feedback

• Serve as the voice of the customer by sharing field insights with product and engineering teams.
• Help influence future platform enhancements based on customer needs and market trends.

Qualifications

Required Experience

• 3–5 years of quota-carrying B2B SaaS sales experience.
• Experience selling cybersecurity solutions preferred, including areas such as vulnerability management, application security, red teaming, attack surface management, exposure management, or related security technologies.
• Demonstrated success closing deals in the enterprise and/or mid-market space.
• Experience managing multi-stakeholder sales cycles and technical buying committees.
• Strong prospecting and business development skills with the ability to generate pipeline independently.
• Comfortable engaging technical audiences, including security practitioners and executives.
• Experience using structured sales methodologies such as MEDDIC, MEDDPICC, Command of the Message, or equivalent.
• Strong organizational skills with consistent CRM discipline and forecasting accuracy.
• Self-starter mentality with the ability to thrive in a fast-paced, high-growth environment.

Preferred Qualifications

• Established relationships within the cybersecurity community.
• Experience selling highly technical software solutions to engineering or security teams.
• Background in AI/ML technologies, developer tooling, or other complex technical platforms.
• Previous hands-on cybersecurity experience (e.g., security operations, penetration testing, red teaming, security consulting).
• Active involvement in industry events, conferences, or professional cybersecurity communities.

Compensation & Benefits

• Competitive base salary plus uncapped commission structure.
• Comprehensive healthcare, dental, and vision coverage.
• Equity participation opportunity.
• Generous paid time off and holiday schedule.
• Modern sales and enablement technology stack.
• Ongoing professional development and training.
• High exposure to executive leadership and opportunities for career advancement.

Determining compensation for this role (and others) at Vaco/Highspring depends upon a wide array of factors including but not limited to the individual’s skill sets, experience and training, licensure and certifications, office location and other geographic considerations, as well as other business and organizational needs. With that said, as required by local law in geographies that require salary range disclosure, Vaco/Highspring notes the salary range for the role is noted in this job posting. The individual may also be eligible for discretionary bonuses, and can participate in medical, dental, and vision benefits as well as the company’s 401(k) retirement plan. Additional disclaimer: Unless otherwise noted in the job description, the position Vaco/Highspring is filing for is occupied. Please note, however, that Vaco/Highspring is regularly asked to provide talent to other organizations. By submitting to this position, you are agreeing to be included in our talent pool for future hiring for similarly qualified positions. Submissions to this position are subject to the use of AI to perform preliminary candidate screenings, focused on ensuring minimum job requirements noted in the position are satisfied. Further assessment of candidates beyond this initial phase within Vaco/Highspring will be otherwise assessed by recruiters and hiring managers. Vaco/Highspring does not have knowledge of the tools used by its clients in making final hiring decisions and cannot opine on their use of AI products.