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Ent is an intent-aware workspace security platform protecting human and AI-driven work. Founded by the co-founders of RiskIQ (acquired by Microsoft) and the team behind Microsoft Security Copilot, Ent is in production with Global 2000 customers across hospitality, financial services, and defense. The company is backed by top-tier investors including Sequoia, Decibel, Crosspoint Capital, Craft Ventures, Shield Capital, Felicis, and In-Q-Tel.
As a Commercial Account Executive covering the West region, you will own a full-cycle hunting role selling Ent's security platform to organizations with up to 2,500 employees. You will source the majority 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.
Key responsibilities include:
- Owning a quota and closing deals from first conversation through signature and clean handoff
- Building and managing your own pipeline with high activity and disciplined follow-up
- Running credible evaluations with security teams, scoping proof of value, and working alongside engineers to reach clear yes/no decisions
- Multithreading across security leadership, IT/identity owners, and procurement to build compelling business cases
- Forecasting accurately and maintaining visibility into deal status and next steps
- Bringing field intelligence back to the organization—objections, competitive patterns, and product gaps that inform roadmap and pitch
- Working AI-native by default in account research, prep, follow-up, and call review
You'll be selling a new category, meaning conversations start with the problem rather than feature comparisons, and your field insights will directly influence product and go-to-market strategy.
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, able to take feedback and adjust immediately, treat pitch practice and deal reviews as reps
- Strong self-awareness of metrics: 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 demanding, long-term initiatives alongside others, including through difficult phases
Bonus:
- Early-stage startup sales experience before playbooks existed
- Formal sales methodology experience with informed opinions on effectiveness
- Partner or reseller sales experience alongside direct motion
- Progression from BDR/SDR background with pipeline-building knowledge
- Genuine enthusiasm for applying AI to sales execution
