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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, the company is in production with Global 2000 customers across hospitality, financial services, and defense, backed by top-tier VCs including Sequoia, Decibel, and In-Q-Tel.
You will own a quota selling Ent into large, complex enterprise accounts (5,000+ employees) across the West region. This is a full-cycle role on a named account list, built for a seller who works the ecosystem. You'll be selling a new category where conversations start with customer problems rather than feature comparisons, and your field learnings directly influence product and sales playbook development.
Key responsibilities include:
- Owning quota and running full-cycle sales 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 partner motion in your territory: relationships, enablement, and reasons partner reps bring you into accounts
- Opening direct accounts through your own relationships and building credible account plans with org charts, security priorities, budget cycles, and incumbent analysis
- Running technical evaluations with security teams, scoping proof of value with engineers, 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) early to avoid month-five surprises
- Forecasting honestly across direct and partner-sourced pipeline
- Bringing field intelligence back inside so customer and partner insights inform roadmap, pitch, and partner programs quarterly
- Leveraging AI-native tools for account research, prep, follow-up, and call review
The role emphasizes customer-first thinking, humble teamwork over showmanship, and urgency in building a durable security company in the AI era.
REQUIREMENTS:
- 7+ years carrying quota in full-cycle closing roles selling cybersecurity, with meaningful channel sourcing/influence (endpoint security experience preferred)
- Existing relationships with security channel partners (GuidePoint Security or comparable) with named reps who would take your call
- Proven ability to sell to CISOs and security architects without relying on sales engineers for technical answers
- Current relationships with security leaders you could call this week, with demonstrated track record of relationship building
- Experience selling to large organizations (5,000+ employees) with multi-stakeholder deals, real evaluations, security reviews, and quarter-long sales cycles
- Deep understanding of channel mechanics: deal registration, margin, joint planning, and partner vendor selection criteria
- Coachability: history of call reviews, taking feedback, and implementing changes; treating pitch practice and deal reviews as reps
BONUS:
- Early-stage startup sales experience before playbooks existed, with first partner relationship setup
- Formal sales methodology expertise with opinions on effectiveness
- Genuine enthusiasm for applying AI to sales processes
