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Ent is an intent-aware workspace security platform protecting human and AI-driven work. Founded by the co-founders of RiskIQ (acquired by Microsoft) and the team behind Microsoft Security Copilot, Ent is in production with Global 2000 customers across hospitality, financial services, and defense, backed by top-tier investors including Sequoia and In-Q-Tel.
You will be an Enterprise Account Executive selling Ent to security teams at organizations with 5,000+ employees. This is a full-cycle, quota-carrying role on a named account list. You'll open doors with security leaders using existing relationships, run technical evaluations, build business cases that clear enterprise budget processes, and close deals. You'll be selling a new category—the conversation starts with the problem rather than feature comparison—early enough that field learnings shape the product and playbook.
Key responsibilities:
- Own a quota and hit it, managing the full cycle from first conversation through signature to clean handoff
- Open accounts on the strength of your own relationships; build pipeline through outbound, network, events, and partners
- Build credible account plans: org chart, security priorities, budget cycle, incumbents, path to decision-maker
- Run technical evaluations with security teams, scope proof of value, work with engineers, reach clear yes/no outcomes
- Multithread across CISO, security architects, IT/identity owners, procurement, legal, and executive sponsors; build business cases that survive budget conversations you're not in
- Navigate enterprise processes (security review, privacy, legal, procurement) without losing deals to process
- Forecast honestly and accurately; know deal status, next steps, and call your quarter reliably
- Bring field intelligence back inside: objections, competitive patterns, gaps that feed roadmap and pitch
- Work AI-native by default in account research, prep, follow-up, and call review; share what's working with the team
Requirements:
- 5+ years carrying a quota in full-cycle closing roles selling cybersecurity (endpoint security experience preferred)
- Proven ability to sell to CISOs and security teams; can hold your own on technical calls with security architects without always needing a sales engineer
- Current, existing relationships with security leaders you could call this week; can articulate how you built them and their value
- Experience in the enterprise segment: 5,000+ employee organizations, multi-stakeholder deals, real evaluations and security reviews, quarters-long sales cycles
- Demonstrated hunting ability: self-sourced a meaningful share of pipeline; can quantify percentage and method
- Coachable in the moment: comfortable with call reviews, takes feedback, applies it immediately; treats pitch practice and deal reviews as reps, not overhead
Bonus qualifications:
- Early seller at a startup before playbook existed
- Formal sales methodology experience with informed opinions on what works and what doesn't
- Partner or reseller channel experience alongside direct motion
- Closed seven-figure deals or landed first logos in regulated industries
- Territory experience outside the US
- Genuine enthusiasm for applying AI to sales execution
