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Role Description

This is a founding commercial sales hire at a seed-stage startup with less than 15 employees and aggressive growth targets. You will wear the AE hat and elements of the customer success hat. You will work directly with our founders and engineers on every deal. The pace is intense — 12-16 hour days are common when customer-critical work is happening, and there will be nights and weekends. The upside is healthy commission and an opportunity to build the commercial go-to-market engine for a company at the leading edge of AI and cyber defense.

• Initiate and close enterprise software deals for commercial customers from initial sourcing through proofs of concept to production contract close.
• Own the full sales cycle: initial outreach, discovery, qualification, proposal, POC negotiation, and closing production contracts.
• Partner with our founding team and core product engineers to ensure POCs convert successfully to production contracts.
• Sell into complex buying committees spanning CISOs, CIOs, SOC leadership, security architects, and procurement.
• Accurately forecast revenue, manage pipeline, and consistently meet or exceed quota.
• Develop repeatable commercial sales motions, collateral, and playbooks that will scale as we build out the sales team.
• Travel to customer sites for executive meetings, POC kickoffs, and relationship building.
• Provide direct customer feedback to our product team — you are the voice of the commercial market internally.

Qualifications

• 5+ years of experience meeting or exceeding quotas for complex, enterprise cybersecurity software sales
• Experience selling to CISOs, CIOs, or security leadership
• Track record of closing six and seven-figure deals with Fortune 500 or large enterprise customers
• Experience navigating complex buying committees and long sales cycles
• Strong proposal writing, negotiation, and contract skills
• Willingness to travel regularly and work extended hours as part of a fast-moving seed-stage startup