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Enterprise Account Executive - Southwest

Endor Labs· Sales
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Hybrid (Los Angeles)full-timePosted 2mo ago

About the role

Enterprise Account Executive responsible for full sales cycle with enterprise customers, focusing on developer productivity and application security, leveraging MEDDPICC and value-based storytelling to translate technical depth into business outcomes.

Responsibilities

  • Own complex, multi-stakeholder enterprise deals end to end, orchestrating SAs, CS, SDRs, and Marketing to win.
  • Self-source a meaningful share of your 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.
  • A 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—and you know the difference.
  • 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:Full-cycle enterprise salesMEDDPICCTechnical storytellingSolution selling
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
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