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Ent is an intent-aware workspace security platform protecting human and AI-driven work. The company was founded by the co-founders of RiskIQ (acquired by Microsoft) and the team behind Microsoft Security Copilot, and is backed by top-tier investors including Sequoia, Decibel, Crosspoint Capital, Craft Ventures, Shield Capital, Felicis, and In-Q-Tel. Ent is already in production with Global 2000 customers across hospitality, financial services, and defense.
You will be a Strategic Account Executive responsible for selling Ent into the company's largest and most complex accounts (5,000+ employees) with a strong channel-partner motion. This is a full-cycle role on a named account list, selling a new category where conversations start with customer problems rather than feature comparisons.
Key responsibilities include:
- Owning a quota and running the full sales cycle from first conversation through signature and handoff
- Selling with and through security channel partners (GuidePoint Security and comparable solution providers), including joint account planning and co-selling
- Building the partner motion in your territory: relationships, rhythms, enablement, and reasons partners bring you into their accounts
- Opening direct accounts through your own relationships and building credible account plans with org charts, security priorities, budget cycles, and competitive intelligence
- Running technical evaluations with security teams, scoping proofs of value, and reaching clear yes/no decisions
- Multithreading across CISOs, security architects, IT/identity owners, procurement, legal, and executive sponsors to build defensible business cases
- Navigating enterprise processes (security reviews, privacy, legal, procurement) without losing deals to process
- Forecasting honestly across direct and partner-sourced pipeline
- Bringing field intelligence back to inform product roadmap, pitch, and partner programs
- Leveraging AI tools for account research, prep, follow-up, and call review
The company culture emphasizes customer-first thinking, humility, teamwork over showmanship, and urgency in building a durable security company in the AI era.
REQUIREMENTS:
Must-haves:
- 7+ years carrying a quota in full-cycle closing roles selling cybersecurity, with meaningful sourcing or influence through the channel. Endpoint security experience preferred.
- Proven track record selling with and through security channel partners, with existing relationships at GuidePoint Security or comparable security partners/solution providers—named reps who would take your call and bring you into deals.
- Ability to sell to CISOs and security teams; can hold your own on calls with security architects without relying on sales engineers for technical answers.
- Existing, current relationships with security leaders you could call this week, with demonstrated ability to build and leverage relationships.
- Experience working the enterprise segment: 5,000+ employee organizations, multi-stakeholder deals, real evaluations and security reviews, sales cycles measured in quarters.
- Deep understanding of how the channel actually works: deal registration, margin structures, joint planning, and factors that drive partner rep vendor selection.
- Coachability: history of having calls reviewed, taking feedback, and adjusting approach; view pitch practice and deal reviews as reps, not overhead.
Bonus:
- Early-stage startup sales experience before playbooks existed, with track record of standing up first partner relationships.
- Formal sales methodology experience with informed opinions on where it helps and where it constrains.
- Genuine enthusiasm for applying AI to sales execution.
