Account Executive, Enterprise
Team:
Enterprise Sales
Reports to:
Chief Revenue Officer
Location:
Boston, MA (hybrid) or remote with travel
Position summary
The Account Executive owns the full enterprise sales cycle for Ares, Assail's autonomous multi-agent offensive security platform. This is a quota-carrying, closing role focused on landing and expanding Fortune 1000 accounts across regulated industries — financial services, healthcare, automotive, retail, and critical infrastructure. The AE works alongside the CRO, sales engineering, and the founder's office to run disciplined, multi-threaded deal cycles with CISOs, VPs of Application Security, Heads of Product Security, and their teams.
This is a builder's seat. The AE will help shape the enterprise playbook, contribute to pricing and packaging conversations, and set the standard for how Assail sells.
Core tasks
Own the full sales cycle.
Prospect, qualify, run discovery, scope POVs, negotiate, and close new-logo enterprise deals. Carry an annual quota and forecast accurately every week.
Build and manage pipeline.
Generate qualified pipeline through a mix of outbound, account-based plays, ecosystem partners, events, and inbound. Maintain pipeline coverage of at least 3x quota.
Multi-thread enterprise accounts.
Map account org charts, build relationships across security, engineering, procurement, and the C-suite, and run executive-level conversations with CISOs and CIOs.
Run rigorous discovery.
Uncover the customer's application security program, current AppSec/DAST/pentest spend, compliance drivers (PCI, HIPAA, FedRAMP, SOC 2, DORA), and the business outcomes they need.
Lead POVs and technical evaluations.
Partner with sales engineering to scope, run, and close proof-of-value engagements. Translate Ares' findings into business risk and ROI the buyer's executive team will fund.
Negotiate and close.
Lead pricing, redlines, and procurement cycles. Partner with legal and finance to close clean, multi-year enterprise agreements.
Expand existing accounts.
Drive land-and-expand motion across business units, subsidiaries, and adjacent application portfolios within named accounts.
Operate the CRM with discipline.
Keep HubSpot pristine — stage hygiene, next steps, MEDDPICC fields, close dates, and accurate forecasting. The pipeline is the product.
Feed the company.
Surface competitive intelligence, product gaps, pricing signal, and customer language back to marketing, product, and the CRO. AEs at this stage shape the company, not just hit a number.
Represent Assail externally.
Attend industry events, customer dinners, analyst briefings, and partner meetings. Carry the brand the way it deserves to be carried.
Must-have skills
7+ years of quota-carrying enterprise software sales experience, with at least 3 years selling cybersecurity to the Fortune 1000.
Demonstrated track record of consistently hitting or exceeding $1M+ ARR quotas, with deal sizes of $150K–$1M+ ACV.
Experience selling into CISOs, VPs of Application Security, Heads of Product Security, and DevSecOps leaders.
Deep fluency in the AppSec landscape: DAST, SAST, IAST, pentesting, bug bounty, ASPM, and where each fits in the buyer's stack.
Disciplined sales methodology — MEDDPICC, Command of the Message, Force Management, or equivalent. Able to articulate champion-building, economic-buyer access, and decision criteria with rigor.
Strong technical credibility. Able to run a discovery call with a Head of AppSec without a sales engineer in the room, and to demo Ares competently.
Experience running POVs and technical evaluations against incumbents and competitive tools.
Excellent written and verbal communication. Crisp executive presence with CISOs and CIOs.
HubSpot or Salesforce fluency, with the operational discipline to keep forecasts accurate.
Comfortable in an early-stage environment — high autonomy, ambiguity, fast iteration, and direct collaboration with the founder and CRO.
Nice to have
Prior experience selling an emerging-category or AI-native security product where the buyer needs education, not just comparison.
Existing relationships with CISOs and AppSec leaders in financial services, healthcare, automotive, or critical infrastructure.
Experience selling into the U.S. federal government, DoD, or intelligence community, including familiarity with FedRAMP, ATO processes, and federal procurement vehicles.
Background in security engineering, penetration testing, or AppSec prior to moving into sales.
Experience as an early AE at a Series A–C security startup that scaled.