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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 teams identify, prioritize, and fix critical software risks through call-graph analysis. The role is based in London and targets enterprise customers including CISOs, AppSec leaders, and engineering executives.
You will own complex, multi-threaded enterprise deals end-to-end, orchestrating Solution Architects, Customer Success, SDRs, and Marketing to close business. A key expectation is self-sourcing a meaningful share of your pipeline through strategic, trigger-based prospecting—you create demand rather than waiting for inbound leads. You'll run rigorous discovery using MEDDPICC methodology and apply structured enterprise sales motions (such as Command of the Message) to move deals with predictability and purpose.
Your role requires translating technical depth into clear business outcomes, building credible business cases tied to measurable value, and mapping buying committees to establish internal champions and trusted-advisor status. You'll manage pipeline rigorously, forecast with precision, and consistently exceed targets while thriving in a fast-paced, high-growth environment.
Endor Labs was founded by serial entrepreneurs and is backed by Dell Technology Capital, Lightspeed, and Sierra Ventures. The company operates at the intersection of developer productivity and security, serving both established and emerging enterprises.
REQUIREMENTS:
- 5+ years of full-cycle enterprise sales experience in cybersecurity, DevOps, or developer tools
- Strong track record of closing multi-threaded, six-figure deals with enterprise accounts
- Experience with structured, playbook-driven sales motions (Command of the Message, Force Management, MEDDPICC/MEDDIC, or comparable value-selling methodology)
- Demonstrated over-attainment: President's Club, top-decile ranking, or consistent quota beating
- Proven success at high-growth companies where you created demand rather than fulfilled inbound
- Comfort selling to technical buyers (CISOs, Heads of Security, Engineering and Developer Productivity leaders)
- High curiosity and initiative; ability to lead conversations rather than follow scripts
- Character-driven approach: commitment, humility, grit, and strong moral compass
- Coachable mindset with ability to seek feedback and act on it quickly
- Ability to think sharply, translate complexity, and build credible business cases
