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Endor Labs is hiring an Enterprise Account Executive to own the full sales cycle for their Application Security platform. The role focuses on driving new business with enterprise customers who prioritize developer productivity and application security.
You will own complex, multi-stakeholder enterprise deals end-to-end, orchestrating Solution Architects, Customer Success, SDRs, and Marketing to close deals. A key expectation is self-sourcing a meaningful share of your pipeline through strategic, trigger-based prospecting—creating demand rather than waiting for inbound leads.
The sales motion is technically complex. Your buyers are CISOs, AppSec leaders, and engineering executives. You'll translate Endor Labs' capabilities into clear business value, run rigorous discovery using MEDDPICC, and apply structured enterprise selling methodologies (e.g., Command of the Message) to move deals with predictability. You'll map buying committees, build 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.
Required qualifications: 5+ years of full-cycle enterprise sales experience in cybersecurity, DevOps, or developer tools. Proven track record closing multi-threaded, six-figure deals with enterprise accounts. Experience with structured, playbook-driven sales methodologies (Command of the Message, Force Management, MEDDPICC, or equivalent). Demonstrated over-attainment (President's Club, top-decile ranking, or consistent quota beating). Experience creating demand at high-growth companies. Comfort selling to technical buyers (CISOs, Heads of Security, Engineering leaders). High curiosity, initiative, and ability to lead conversations without scripts.
Endor Labs values character (commitment, humility, grit), coachability, sharp thinking with ability to translate complexity, and proven success at high-growth, emerging companies.
