Account Executive, Stacklok
$300k
OTE
OTE is a 50/50 split. Offers equity
Senior and Expert level
Remote from US
More information about location
Open source security technologies
Job no longer available
Open source security technologies
21-100 employees
B2BSecurityEnterpriseSupply ChainSaaSDevOpsCloud Computing
Job no longer available
$300k
OTE
OTE is a 50/50 split. Offers equity
Senior and Expert level
Remote from US
More information about location
21-100 employees
B2BSecurityEnterpriseSupply ChainSaaSDevOpsCloud Computing
Company mission
To make it easier to securely develop software.
Role
Who you are
- The ideal candidate has been an early sales hire at a B2B technology startup, is comfortable operating without heavy process or brand pull, and is energized by the opportunity to help turn open source momentum into a repeatable enterprise business
- Proven enterprise sales performance: A demonstrated history of meeting or exceeding enterprise quotas, with clear ownership of pipeline, forecasting, and closed revenue
- Net-new, hunter-orientation: Experience opening and closing new business in large, complex organizations, selling to senior technical and executive buyers including CTOs, CIOs, VPs of Engineering, Platform Engineering, or Application Development
- Early-stage builder experience: Background as an early AE, first regional seller, or member of a small GTM team, operating without mature process, abundant inbound, or strong brand pull
- Developer-centric and open source selling experience: Experience selling developer-focused, infrastructure, DevOps, platform engineering, cloud, or data products. Open source commercial selling experience is strongly preferred
- Technical curiosity and credibility: Ability to explain products at multiple levels of depth and engage engineering-led buyers with confidence, without requiring a formal engineering background
- Strong execution and deal judgement: Effective qualification, prioritization, and management of a high volume of concurrent enterprise opportunities
- CRM discipline and data rigor: Consistent use of CRM and a lean GTM tech stack to support accurate forecasting, clean reporting, and data-driven decisions
- Collaborative, feedback-driven mindset: Close partnership with Product, Engineering, Marketing, and leadership, with a willingness to surface customer feedback and market insights
- Builder mentality and market-shaping mindset: Motivation to help define a category and shape enterprise adoption patterns for MCP, contributing to the foundation of Stacklok’s GTM function
- Comfort with ambiguity and change: Effectiveness in fast-moving, evolving environments and ownership amid uncertainty
- Not everyone will meet every requirement listed, and that’s perfectly okay. We encourage you to apply regardless of your self-assessment. We value a diverse range of skills and experiences and believe your unique perspective can make a significant impact. We want to hear from you!
What the job involves
- We are hiring our first Account Executive, a foundational, tone-setting role that will help define how we go to market
- To date, our sales motions have been founder-led. We are now at a clear inflection point as enterprise interest accelerates and requires dedicated ownership
- ToolHive is the open source project we created to simplify the deployment and management of Model Context Protocol (MCP) servers, delivering ease of use, consistency, and security. It has gained strong community adoption and traction
- Building on that momentum, we are launching the Stacklok Enterprise MCP Platform to bring secure, governed, enterprise-grade MCP adoption. Interest from Global 2000 companies is increasing, with active inbound engagement and evaluations underway
- This role offers a rare opportunity to work closely with a proven leadership team with multiple successful exits, engage directly with enterprise customers shaping the future of AI agents and platform engineering, and help define how a new category is introduced to the enterprise market
- The Account Executive will take ownership of active founder-led opportunities, open new enterprise accounts, and play a central role in establishing our early sales principles, motions, and go-to-market foundation
- This is not a scaled sales role or a relationship-management position. We are looking for a hands-on, high-performing seller with the drive to build, hunt, and close
- Months 1-6:
- Built strong fluency in Stacklok’s products, value propositions, and enterprise MCP adoption patterns
- Took ownership of active opportunities in the founder-led pipeline, advancing them by coordinating executive sponsors and technical experts
- Identified target accounts across key verticals and partnered with Marketing to launch targeted account-based programs
- Established and refined early sales plays and supporting processes that formed the foundation of a repeatable GTM motion
- Influenced the build-out of Stacklok’s GTM tech stack with RevOps to improve visibility, reporting, and operational efficiency
- Months 7-12:
- Met or exceeded Stacklok’s FY27 sales targets through consistent, disciplined execution
- Reported sales performance, pipeline health, and KPIs to Stacklok’s leadership and board with clarity and reliability
- Identified opportunities to improve conversion rates, deal velocity, and pipeline health, and implemented changes that delivered measurable improvements
- Contributed insights that shaped FY28 targets, forecasting, and planning for future sales hiring and team structure
- Lead Stacklok’s enterprise GTM motion and engage C-level and VP-level stakeholders at Global 2000 companies
- Manage strong inbound demand while driving a proactive outbound motion targeting companies and leaders working to unlock or improve outcomes from AI agents and assistants through secure, governed, and scalable MCP adoption
- Partner closely with Stacklok engineers and executive sponsors to support evaluations, workshops, and technical deep dives that move deals forward
- Collaborate with Marketing and RevOps to prioritize target accounts, activate campaigns and events, coordinate outreach, facilitate workshops and projects, and deliver personalized content and experiences that support enterprise evaluations and deal progression
- Maintain strong CRM hygiene, accurate forecasting, and disciplined data practices within a lean GTM tech stack
Our take
Developers looking to actively work with open-source software face several barriers to entry in terms of accessing, integrating, and ultimately utilizing open-source technologies. In a bid to lower such barriers, Stacklok harnesses the power of open-source projects - like sigstore - to deliver enterprise-grade solutions to developers.
Software supply chain security is an absolute priority across software ecosystems, thus the necessity for a supply chain ledger with observability and transparency is paramount to building trust within the vast open-source ecosystem.
The experience of Stacklok’s Co-Founders – who have founded projects such as Kubernetes, sigstore, and Heptio (acquired by VMware) – and its impressive backing have the recently launched project well set to see accelerated growth and adoption.
Steph
Company Specialist at Welcome to the Jungle
Company
Funding (1 round)
May 2023
$17.5m
SERIES A
Total funding: $17.5m
Company benefits
- Flexible workplace: We offer fully remote and in-office positions, giving you the option to work from home full-time or for part of your week
- Healthcare packages: We offer medical, dental, and vision plans, including HSA options and coverage for dependents
- Flexible time off: Take time off to recharge or recover when you need it
- Non-linear workday: Piano recitals, doctor appointments, moving days—work around personal and family commitments
- Paid parental leave: We offer paid leave to recover and bond with your child
- Company equity: We offer compensation packages, so that you can benefit from our shared success
- Company holidays: Because we’re a global team, we dedicate time each year for everyone in the company to rest and recover
- Team offsites: We bring our global team together at team offsites for in-person collaboration
Company HQ
Central Business District, Seattle, WA
Leadership
Craig McLuckie
(CEO & Co-Founder)Founder & former CEO of Heptio. Previously worked as VP of R&D at VMware, Group/Lead Product Manager at Google, Lead Program Manager at Microsoft, and Entrepreneur in Residence at Accel.
Luke Hinds
(CTO & Co-Founder)sigstore Project Founder, OpenSSF Board Member, and Kubernetes Security Response Team member at CNCF. Former Distinguished Engineer at Red Hat.
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