Note: The job is a remote job and is open to candidates in USA. Assail is a company specializing in autonomous multi-agent offensive security platforms. The Account Executive is responsible for managing the full enterprise sales cycle, focusing on acquiring and expanding Fortune 1000 accounts across various regulated industries.
Responsibilities
- Own the full sales cycle. Prospect, qualify, run discovery, scope POVs, negotiate, and close new-logo enterprise deals. Carry an annual quota and forecast accurately every week
- Build and manage pipeline. Generate qualified pipeline through a mix of outbound, account-based plays, ecosystem partners, events, and inbound. Maintain pipeline coverage of at least 3x quota
- Multi-thread enterprise accounts. Map account org charts, build relationships across security, engineering, procurement, and the C-suite, and run executive-level conversations with CISOs and CIOs
- Run rigorous discovery. Uncover the customer's application security program, current AppSec/DAST/pentest spend, compliance drivers (PCI, HIPAA, FedRAMP, SOC 2, DORA), and the business outcomes they need
- Lead POVs and technical evaluations. Partner with sales engineering to scope, run, and close proof-of-value engagements. Translate Ares' findings into business risk and ROI the buyer's executive team will fund
- Negotiate and close. Lead pricing, redlines, and procurement cycles. Partner with legal and finance to close clean, multi-year enterprise agreements
- Expand existing accounts. Drive land-and-expand motion across business units, subsidiaries, and adjacent application portfolios within named accounts
- Operate the CRM with discipline. Keep HubSpot pristine — stage hygiene, next steps, MEDDPICC fields, close dates, and accurate forecasting. The pipeline is the product
- Feed the company. Surface competitive intelligence, product gaps, pricing signal, and customer language back to marketing, product, and the CRO. AEs at this stage shape the company, not just hit a number
- Represent Assail externally. Attend industry events, customer dinners, analyst briefings, and partner meetings. Carry the brand the way it deserves to be carried
Skills
- 7+ years of quota-carrying enterprise software sales experience, with at least 3 years selling cybersecurity to the Fortune 1000
- Demonstrated track record of consistently hitting or exceeding $1M+ ARR quotas, with deal sizes of $150K–$1M+ ACV
- Experience selling into CISOs, VPs of Application Security, Heads of Product Security, and DevSecOps leaders
- Deep fluency in the AppSec landscape: DAST, SAST, IAST, pentesting, bug bounty, ASPM, and where each fits in the buyer's stack
- Disciplined sales methodology — MEDDPICC, Command of the Message, Force Management, or equivalent. Able to articulate champion-building, economic-buyer access, and decision criteria with rigor
- Strong technical credibility. Able to run a discovery call with a Head of AppSec without a sales engineer in the room, and to demo Ares competently
- Experience running POVs and technical evaluations against incumbents and competitive tools
- Excellent written and verbal communication. Crisp executive presence with CISOs and CIOs
- HubSpot or Salesforce fluency, with the operational discipline to keep forecasts accurate
- Comfortable in an early-stage environment — high autonomy, ambiguity, fast iteration, and direct collaboration with the founder and CRO
- Prior experience selling an emerging-category or AI-native security product where the buyer needs education, not just comparison
- Existing relationships with CISOs and AppSec leaders in financial services, healthcare, automotive, or critical infrastructure
- Experience selling into the U.S. federal government, DoD, or intelligence community, including familiarity with FedRAMP, ATO processes, and federal procurement vehicles
- Background in security engineering, penetration testing, or AppSec prior to moving into sales
- Experience as an early AE at a Series A–C security startup that scaled
Company Overview