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Endor Labs is hiring an Enterprise Account Executive to own the full sales cycle for their Application Security platform, which helps development teams identify and fix critical risks in complex, dependency-rich software. You'll drive new business with enterprise customers—CISOs, AppSec leaders, and engineering executives—in the Mid-Atlantic region.
In this role, you'll own complex, multi-threaded enterprise deals end-to-end, orchestrating Solution Architects, Customer Success, SDRs, and Marketing to close deals. You'll self-source a meaningful portion of your pipeline through strategic, trigger-based prospecting—creating demand rather than waiting for inbound leads. You'll run rigorous discovery using MEDDPICC methodology and apply structured enterprise selling motions (such as Command of the Message) to move deals with predictability and purpose.
You'll translate Endor Labs' technical capabilities into clear business outcomes, building credible business cases tied to measurable value. You'll map buying committees, develop internal champions, and earn trusted-advisor status by selling insight rather than features. You'll manage pipeline rigorously, forecast with precision, and consistently exceed targets in a fast-paced, high-growth environment.
You bring 5+ years of full-cycle enterprise sales experience in cybersecurity, DevOps, or developer tools, with a strong track record of closing multi-threaded, six-figure deals. You're experienced in structured, playbook-driven sales motions and have demonstrated over-attainment (President's Club, top-decile ranking, or consistent quota beating). You've thrived at high-growth companies where you had to create demand, not just fulfill inbound. You're comfortable selling to technical buyers and have high curiosity and initiative—you lead conversations rather than follow scripts.
Endor Labs, founded by serial entrepreneurs and backed by Dell Technology Capital, Lightspeed, and Sierra Ventures, is building the next generation of application security for the software development revolution.
