← All roles

Enterprise Account Executive - Bay Area

Endor Labs· Sales
Apply on company site
Hybrid (SF Bay Area)full-timePosted 2mo ago

About the role

Enterprise Account Executive responsible for full-cycle, complex multi-stakeholder enterprise sales to security- and developer-focused organizations, from discovery to close, in a fast-growing cybersecurity/DevOps tooling company.

Responsibilities

  • Own complex, multi-stakeholder enterprise deals end to end, orchestrating SAs, CS, SDRs, and Marketing to win.
  • Self-source a meaningful share of pipeline through strategic, trigger-based prospecting—you create demand, you don't wait for it.
  • Run rigorous discovery and qualify with discipline using MEDDPICC.
  • Apply a structured enterprise motion (e.g., Command of the Message) to move deals with purpose and predictability.
  • Translate technical depth into clear business outcomes and build a credible business case tied to measurable value.
  • Map the buying committee, build internal champions, and earn trusted-advisor status—you sell insight, not a feature checklist.
  • Manage pipeline rigorously, forecast with precision, and consistently exceed targets.

Qualifications

  • 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 in a structured, playbook-driven motion—Command of the Message, Force Management, MEDDPICC (or MEDDIC), or a comparable value-selling methodology
  • Demonstrated over-attainment: President's Club, top-decile ranking, or a consistent record of beating quota
  • You've done your best work at high-growth companies where you had to create demand, not fulfill inbound
  • Comfort selling to technical buyers—CISOs, Heads of Security, Engineering and Developer Productivity leaders
  • High curiosity and initiative—you don't follow scripts, you lead the conversation

Skills

Required:Enterprise salesMEDDPICC / MEDDICTechnical storytelling

Benefits

  • Competitive compensation aligned with market
  • Opportunity to work with leading enterprise security and developer productivity customers
  • Collaborative, high-growth environment with cross-functional teams
  • Ownership of pipeline and quota in a technically complex domain
  • Inclusive culture and focus on customer success
Last updated Oct 15, 2026. Interested? Apply on the company site.

About Endor Labs

AI-Native Application Security Platform

Endor Labs is an application security platform built for AI-generated and human-written code, helping teams prioritize and fix real risk across the SDLC.

application securityAI-generated codesoftware supply chainsecurity analysissoftware development
Company profileWebsite

More open roles at Endor Labs