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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 in the developer productivity and security space, selling to CISOs, AppSec leaders, and engineering executives.
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 structured and disciplined. You'll run rigorous discovery using MEDDPICC methodology, apply value-based selling frameworks (such as Command of the Message), and translate technical depth into clear business outcomes. 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 experience: 5+ years of full-cycle enterprise sales in cybersecurity, DevOps, or developer tools. You should have a strong track record closing multi-threaded, six-figure deals and demonstrated over-attainment (President's Club, top-decile ranking, or consistent quota beating). Experience with structured, playbook-driven sales methodologies is essential. You're comfortable selling to technical buyers and have thrived at high-growth companies where you had to create demand. High curiosity, initiative, and the ability to lead conversations without scripts are critical.
Endor Labs was founded by serial entrepreneurs and is backed by Dell Technology Capital, Lightspeed, and Sierra Ventures. The company builds a call graph of entire software estates to help teams identify, prioritize, and fix critical risks faster, securing code whether written by humans or AI.
