Enterprise Account Executive

About Astelia Astelia helps security teams dramatically reduce the volume of incidents generated by vulnerability management tools. We do this by building a deep, contextual understanding of our customers’ networks - turning noise into signal and enabling security teams to focus on what truly matters. We’re a small, fast-moving startup with great people who care about impact, craftsmanship, and each other.

About The Role As an Enterprise Account Executive , you will own and grow strategic enterprise accounts, driving new logo acquisition and expansion within complex organizations.

This is a high-impact, high-visibility role focused on landing and expanding large enterprise deals. You will lead complex, multi-stakeholder sales cycles and position Astelia as a trusted strategic partner to CISOs and executive security leaders.

If you thrive in fast-paced environments, know how to navigate enterprise buying processes, and love winning high-value deals that make a real difference, this role is for you.

What You’ll Do

• Own a defined enterprise territory and build a pipeline of high-value opportunities
• Drive net-new enterprise logo acquisition as well as expansion within existing strategic accounts
• Lead complex sales cycles involving CISOs, CIOs, security leaders, and executive stakeholders
• Run a consultative, value-based sales process from prospecting through close
• Deliver compelling business cases that clearly articulate risk reduction and operational impact
• Partner closely with Solutions Engineers to deliver outcome-driven demos and technical validations
• Collaborate with channel partners, VARs, and ecosystem players to accelerate deal velocity
• Accurately forecast revenue and maintain disciplined pipeline management in CRM
• Provide feedback to leadership and product teams to continuously refine our go-to-market strategy
• Represent Astelia at industry events and help elevate our brand within the cybersecurity community

Requirements

• 5+ years of enterprise sales experience in cybersecurity
• Proven track record of closing six and seven figure deals with large enterprises
• Demonstrated success owning a territory and driving net-new logo acquisition
• Experience selling complex, technical security solutions across multiple stakeholders
• Strong relationships within the cybersecurity ecosystem (customers, partners, VARs)
• Proficiency in value-based selling methodologies (e.g., MEDDIC, Command of the Message)
• Strong forecasting discipline and CRM hygiene
• Exceptional communication and executive presence
• A true “hunter” mindset - self-motivated, resilient, and energized by building pipeline
• Ability to operate effectively in a fast-growing, high-ambiguity environment