Account Executive, Hypori

• 3–5 years of quota-carrying cybersecurity sales
• Consistent attainment against a $700K – $1M+ annual new business ARR quota
• Experience selling to CISOs, CIOs, or senior IT and security leaders
• MEDDPICC or MEDDIC experience. Be ready to walk through a deal you won and a deal you lost
• A track record of closing complex, multi-stakeholder deals with 6–12 month sales cycles
• Strong Salesforce and pipeline hygiene
• Speed: You move with urgency and get things done today, not next week
• Focus: You spend your time on the deals and accounts that matter
• Extreme ownership: Your number, your territory, your outcomes. No excuses
• Accountability: You do what you say, when you say. You flag slips early
• Coachability: You ask for feedback, act on it, and get better
• Humility: You know what you don’t know, and you say so
• Creativity: You find new ways into accounts and new ways to move stuck deals

Desirable

• Hypori is looking for a hunter-minded Account Executive to join our growing commercial sales team. You will own net-new enterprise revenue across the West territory, selling to CISOs, CIOs, and compliance leaders at large commercial enterprises in the Defense Industrial Base, financial services, and healthcare, both directly and with partners
• You will report to the VP of Commercial Sales
• Regulated enterprises have an endpoint problem that MDM does not solve, and CMMC 2.0 Level 2 is now a contract requirement across the Defense Industrial Base. Hypori removes the endpoint from scope, and it is proven at scale: more than 95,000 Department of War users are on the platform today, and we hold IL5, FedRAMP High, NIAP Common Criteria, NSA CSfC, CMMC 2.0 Level 2, SOC 2 Type II, and HIPAA, so the security review is a strength rather than a hurdle. The commercial enterprise motion is early, and the person in this seat helps define it
• Build and run a territory plan across named enterprise accounts
• Generate most of your own pipeline through outbound, events, partners, and your network, prospecting into CISO, CIO, and compliance leaders
• Multi-thread across security, IT, procurement, legal, and the business units that own contractor and BYOD access
• Understand the why first: why change, why now, why Hypori, and why not the status quo. No clear why, no deal
• Run rigorous MEDDPICC discovery on every opportunity
• Quantify value in the buyer’s terms: scope reduction, assessment exposure, device and VDI cost avoidance, data loss risk, and BYOD privacy
• Qualify out early, hold to stage exit criteria, and forecast accurately in Salesforce
• Lead proof-of-value engagements with solution engineers against agreed success criteria, and build mutual action plans with your champion
• Drive security reviews, procurement, and negotiation to signature on 6- and 7-figure multi-year deals
• Land and expand across business units, contractor populations, and supply chains