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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 involves driving new business with enterprise customers (CISOs, AppSec leaders, engineering executives) who prioritize developer productivity and application security.
Key responsibilities include:
- Full-cycle ownership of complex, multi-stakeholder enterprise deals from discovery through close
- Self-sourcing pipeline through strategic, trigger-based prospecting using structured methodologies like MEDDPICC and Command of the Message
- Translating technical capabilities into clear business value and building credible business cases
- Mapping buying committees, building internal champions, and establishing trusted-advisor relationships
- Managing pipeline rigorously, forecasting with precision, and consistently exceeding targets
- Collaborating with Solution Architects, Customer Success, SDRs, and Marketing to orchestrate wins
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
- Proficiency in structured, playbook-driven sales methodologies (MEDDPICC, Command of the Message, Force Management, 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 and navigating complex security/engineering conversations
- High curiosity, initiative, and ability to 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 AI era. The company secures code across legacy systems and cutting-edge monorepos, serving both established enterprises and emerging companies.
