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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 Southeast region, selling to CISOs, AppSec leaders, and engineering executives.
Key responsibilities include:
• Own complex, multi-stakeholder enterprise deals end-to-end, orchestrating Solution Architects, Customer Success, SDRs, and Marketing to close deals
• Self-source a meaningful portion of your pipeline through strategic, trigger-based prospecting—creating demand rather than waiting for inbound leads
• Run rigorous discovery and qualification using MEDDPICC methodology
• Apply structured enterprise sales motions (e.g., Command of the Message) to move deals with predictability
• Translate technical depth into clear business outcomes and build credible business cases tied to measurable value
• Map buying committees, build internal champions, and establish trusted-advisor relationships
• Manage pipeline rigorously, forecast with precision, and consistently exceed targets
Required qualifications:
• 5+ years of full-cycle enterprise sales experience in cybersecurity, DevOps, or developer tools
• Strong 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, not just fulfilling inbound
• Comfort selling to technical buyers (CISOs, Heads of Security, Engineering leaders)
• High curiosity and initiative; ability to lead conversations rather than follow scripts
Endor Labs is a Series B AI-powered application security platform founded by serial entrepreneurs and backed by Dell Technology Capital, Lightspeed, and Sierra Ventures. The company helps enterprises identify, prioritize, and fix critical security risks across complex, dependency-rich software estates.
