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Ent is an intent-aware workspace security platform that protects human and AI-driven work by understanding not just what users and agents do, but why they do it. The company intervenes at the moment of risk before incidents occur, serving Global 2000 customers across hospitality, financial services, and defense. Founded by the co-founders of RiskIQ (acquired by Microsoft) and the team behind Microsoft Security Copilot, Ent is backed by top-tier investors including Sequoia and In-Q-Tel.
As a Commercial Account Executive for the East region, you will own a full-cycle hunting role selling Ent's security platform to mid-market organizations (up to 2,500 employees). You will source most of your own pipeline through outbound prospecting, your network, events, and partner channels. The role rewards activity, discipline, and direct engagement—you'll pick up the phone before being asked. You'll run complete evaluations with security teams, build compelling business cases, and close deals that move faster in the mid-market segment.
Key responsibilities include: owning a quota and hitting it from first conversation through signature and handoff; building your own pipeline as the core of the job; maintaining high activity with disciplined follow-up and current pipeline management; running credible evaluations with security teams alongside engineers; multithreading across security leadership, IT, identity owners, and procurement to build defensible business cases; forecasting accurately so leadership can plan on your numbers; bringing field intelligence back inside (objections, competitive patterns, gaps) to inform product roadmap and pitch; and working AI-native by default in account research, prep, follow-up, and call review.
You will make the people around you better by sharing what works, stepping in for teammates mid-deal, and caring about the team's collective success. The role is early-stage enough that what you learn in the field directly shapes the product and sales playbook.
REQUIREMENTS:
Must-haves:
- 2+ years carrying a quota in a full-cycle closing role selling cybersecurity (endpoint security experience preferred)
- Proven hunter mentality: built your own pipeline from cold lists, can articulate your outbound motion, activity numbers, and percentage of quota self-sourced
- Experience working the mid-market segment (organizations up to ~5,000 employees), multi-stakeholder deals, real evaluations, sales cycles measured in months
- Ability to sell to security buyers and hold your own on calls with security practitioners without relying on sales engineers for technical answers
- Coachable in the moment: comfortable with call reviews, takes feedback, implements changes immediately, treats pitch practice and deal reviews as reps
- Metric-driven: know your numbers without looking them up, have missed a quarter, reviewed the tape, identified root causes, and fixed them
- Team player: share what's working, step in for teammates mid-deal, care about team quota attainment alongside your own
- Demonstrated commitment to something demanding alongside others over a long stretch, including through the difficult parts
Bonus:
- Early seller experience at a startup before playbook existed
- Formal sales methodology experience with informed opinions on what helps and what gets in the way
- Partner or reseller sales experience alongside direct motion
- Promoted from BDR/SDR with pipeline-building experience
- Genuine excitement about applying AI to sales
