We're representing a client who is looking for an Account Executive to own the full enterprise sales cycle for their autonomous multi-agent offensive security platform. This is a quota-carrying, closing role focused on landing and expanding Fortune **** accounts across regulated industries financial services, healthcare, automotive, retail, and critical infrastructure. You'll work alongside the CRO, sales engineering, and the founder's office to run disciplined, multi-threaded deal cycles with CISOs, VPs of Application Security, Heads of Product Security, and their teams. This is a builder's seat. You'll help shape the enterprise playbook, contribute to pricing and packaging conversations, and set the standard for how we sell. What You'll Do ● 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 through outbound, account-based plays, ecosystem partners, events, and inbound. Maintain pipeline coverage of at least 3x quota. ● Multi-thread enterprise accounts: map org charts, build relationships across security, engineering, procurement, and the C-suite, and run executive-level conversations with CISOs and CIOs. ● Run rigorous discovery to uncover the customer's application security program, current AppSec/DAST/pentest spend, compliance drivers (PCI, HIPAA, FedRAMP, SOC 2, DORA), and business outcomes needed. ● Lead POVs and technical evaluations with sales engineering. Translate findings into business risk and ROI the buyer's executive team will fund. ● Negotiate and close: lead pricing, redlines, and procurement cycles in partnership with legal and finance. ● Expand existing accounts through a land-and-expand motion across business units and adjacent portfolios. ● Operate the CRM with discipline:



keep HubSpot pristine — stage hygiene, next steps, MEDDPICC fields, close dates, and accurate forecasting. ● Feed the company: surface competitive intelligence, product gaps, pricing signal, and customer language back to marketing, product, and the CRO. ● Represent the company externally at industry events, customer dinners, analyst briefings, and partner meetings. What You Bring ● 7+ years of quota-carrying enterprise software sales experience, including at least 3 years selling cybersecurity to the Fortune ****. ● 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. ● Disciplined sales methodology — MEDDPICC, Command of the Message, Force Management, or equivalent. ● Strong technical credibility — able to run discovery without a sales engineer and demo the product competently. ● Experience running POVs and technical evaluations against incumbents and competitive tools. ● Excellent written and verbal communication with executive presence. ● HubSpot or Salesforce fluency. ● Comfortable in an early-stage, high-autonomy environment. ● English proficiency: C1/C2. Nice to Have ● Experience selling an emerging-category or AI-native security product. ● 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 FedRAMP and federal procurement familiarity. ● Background in security engineering, penetration testing, or AppSec. ● Experience as an early AE at a Series A–C security startup that scaled

📌 Senior Account Executive (Enterprise) (Xico)
🏢 Hirably
📍 Xico