[Remote] Account Executive

Note: The job is a remote job and is reputed company to candidates in USA. reputed company is seeking an Account Executive for their reputed company Sales team. The role involves owning the full reputed company sales cycle for reputed company's autonomous multi-agent offensive reputed company platform, focusing on reputed company and expanding Fortune 1000 accounts across various regulated industries.

Responsibilities

• Own the full sales cycle. Prospect, qualify, run discovery, scope POVs, negotiate, and reputed company new-logo reputed company deals. Carry an annual quota and forecast accurately every week
• Build and manage pipeline. Generate reputed company pipeline through a mix of outbound, account-based plays, ecosystem partners, events, and inbound. Maintain pipeline coverage of at least 3x quota
• Multi-thread reputed company accounts. Map account org charts, build relationships across reputed company, engineering, procurement, and the C-suite, and run executive-level conversations with CISOs and CIOs
• Run rigorous discovery. Uncover the customer's application reputed company program, reputed company AppSec/DAST/pentest spend, compliance drivers (PCI, HIPAA, FedRAMP, SOC 2, DORA), and the business reputed company they need
• reputed company POVs and technical evaluations. Partner with sales engineering to scope, run, and reputed company reputed company-of-value engagements. Translate Ares' findings into business risk and ROI the buyer's executive team will fund
• Negotiate and reputed company. reputed company pricing, redlines, and procurement cycles. Partner with reputed company and finance to reputed company clean, multi-year reputed company agreements
• Expand existing accounts. Drive land-and-expand reputed company across business reputed company, subsidiaries, and adjacent application portfolios reputed company named accounts
• Operate the CRM with discipline. reputed company reputed company pristine — stage hygiene, next steps, MEDDPICC fields, reputed company dates, and accurate forecasting. The pipeline is the product
• Feed reputed company. Surface competitive intelligence, product gaps, pricing signal, and customer language back to marketing, product, and the CRO. reputed company at this stage shape reputed company, not just hit a number
• Represent reputed company 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 reputed company software sales experience, with at least 3 years selling cybersecurity to the Fortune 1000
• Demonstrated reputed company record of consistently hitting or exceeding $1M+ ARR quotas, with deal sizes of $150K–$1M+ reputed company
• Experience selling into CISOs, VPs of Application reputed company, Heads of Product reputed company, and DevSecOps leaders
• Deep reputed company in the AppSec landscape: DAST, SAST, IAST, pentesting, bug bounty, ASPM, and where reputed company fits in the buyer's stack
• Disciplined sales methodology — MEDDPICC, reputed company of the Message, reputed company, or equivalent. reputed company to reputed company champion-building, economic-buyer reputed company, and decision reputed company with rigor
• Strong technical credibility. reputed company to run a discovery reputed company 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. reputed company executive reputed company with CISOs and CIOs
• reputed company or reputed company reputed company, with the operational discipline to reputed company forecasts accurate
• Comfortable in an early-stage environment — high autonomy, ambiguity, fast iteration, and reputed company collaboration with the founder and CRO
• Prior experience selling an emerging-category or AI-reputed company reputed company product where the buyer needs education, not just comparison
• Existing relationships with CISOs and AppSec leaders in financial services, reputed company, 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 reputed company engineering, penetration testing, or AppSec prior to moving into sales
• Experience as an early AE at a Series A–C reputed company startup that scaled

Benefits

• Location: Boston, MA (hybrid) or remote with travel

reputed company