Strategic Enterprise Account Executive

Who you are

• 10+ years of enterprise software or security sales experience, with a track record running large strategic accounts and complex, multi-stakeholder evaluations
• Proven experience selling into Fortune 500 organizations
• Experience selling Application Security, DevSecOps, Cloud Security, Infrastructure Security, Identity/NHI/IAM, or developer tooling
• A track record of competitive displacement wins and enterprise expansions
• Executive presence: the ability to build trust and exceptional communication with CISOs, AppSec leaders, and business stakeholders
• Strong political and organizational judgment: experience navigating buying committees, multi-threading, and executive influence mapping
• A disciplined, independent operating style; accurate forecasting, thoughtful escalation, and autonomous project management
• Experience joining a high-growth security company or startup
• Familiarity with the secrets management, NHI, or developer security ecosystem

What the job involves

• We're hiring a Strategic Enterprise Account Executive to own and grow a focused portfolio of Fortune 500 and highly regulated enterprise accounts. You'll report to the Regional VP East, on a team of ambitious sales professionals in the US
• This is a named-account role, built for depth rather than breadth. You'll carry a small, hand-picked portfolio of Fortune 500 and highly regulated accounts, each one an opportunity to build real influence
• These are substantial sales cycles, often in banking and financial services, where a single deal is complex with many stakeholders involved. Winning them rewards strong judgment, the patience to earn the trust of CISOs, and the discipline to keep a complex deal moving on your own
• Own and expand a portfolio of strategic named accounts, focused on Fortune 500 and highly regulated enterprises
• Navigate Fortune 500 buying committees and multi-thread relationships across security, engineering, and business stakeholders
• Build executive-level trust with CISOs, AppSec leaders, platform engineering leaders, and business stakeholders
• Drive competitive displacement against incumbent vendors
• Build and execute multi-year account penetration and expansion strategies
• Own your pipeline and forecast with discipline; you're self-directed, process-driven, and committed to results

The application process

• 1. Video call with a Talent Acquisition team member
• Recruiter screen to discover your background, territory experience, and motivation for the role
• 2. Team interview / Interview with your future manager
• Manager interview with our Regional VP East, to assess strategic thinking, executive presence, and how you approach complex enterprise accounts
• 3. Technical test / Business case
• A strategic account planning exercise, a mock discovery conversation, and conversations with a peer Enterprise Account Executive and our sales leadership panel
• 4.1 Final interview with the CEO
• To detail our company's vision and ambitions for the next couple of years, and check alignment on values and strategic vision
• 4.2 References check
• You can start thinking about two contacts who can attest to your previous or current professional experiences. These contacts should be as recent as possible, and we will call them at the end of the process

Benefits

• 🌴 A remote-friendly environment up to 3 days / week
• 💸 An attractive package that includes stock-options
• 💻 The latest setup equipment including cool apps, tools and technologies
• 👊 Working to develop a meaningful product → we already helped more than 200k developers!
• 🍺 Lots of team-building activities
• 🚀 Many opportunities for career development in the long term
• 📈 A strong engineering culture
• 🐕 Pet-friendly offices → every Guardian gets to bring their dogs to the office and we love it!
• 👫 Lots of trust & autonomy on your perimeter with a very transparent internal communication