Note: The job is a remote job and is open to candidates in USA. Lema.AI is an emerging cybersecurity startup building a risk engineering platform for securing vendor ecosystems. The company is seeking a senior Account Executive to hunt and close mid-market and enterprise accounts, run technical proof-of-concept engagements, navigate complex organizations, and help build sales processes and collateral.
Responsibilities
- **Hunt and Close:** Own the full sales cycle from proactive pipeline generation to six-figure deal closure
- **Run the POC Motion:** Drive technical wins by understanding core cybersecurity concepts, managing technical stakeholders, and executing tight 30-90 day Proof of Concepts
- **Map Complex Orgs:** Navigate enterprise accounts, identify key decision-makers (CISOs, CIOs, Head of Risk), and build consensus across multiple influencers
- **Build the Engine:** Act as a self-starter who is comfortable with ambiguity; create your own outreach strategies, target lists, and sales collateral
- **Qualify Ruthlessly:** Use discovery to uncover true pain points and exercise sharp judgment on when to push forward, pivot, or disqualify an opportunity
Skills
- 6+ years of total B2B sales experience, with at least 4+ years specifically as an AE selling B2B mid-market or enterprise cybersecurity
- Post-Series A cybersecurity startup experience
- A proven track record of sourcing your own pipeline and hitting quota without relying entirely on inbound marketing
- Strong technical aptitude to hold credibility—the "challenger" approach—with highly technical security buyers
- You are persistent in prospecting and do not get discouraged by rejection
- You make a big impact with lean resources and have the hustle to try different channels until you get traction
- You are highly skilled in navigating sensitive stakeholder discussions and complex negotiations
- You are quick on your feet, can grasp technical nuances, and instantly adapt your messaging to the room
- California, Denver, Phoenix, Las Vegas or Seattle
Benefits
- Compensation Structure: $300K-$350K OTE (50/50 split) - based on experience
- Employee Stock options grant
- Unlimited PTO
- 401k
- Health Benefits
Company Overview