Account Executive, Patchstack
€105-128k
OTE
€60-72k
BASE
+ Company stock options scheme
More information about location
Security for third-party component vulnerabilities
Open for applications
Security for third-party component vulnerabilities
21-100 employees
Open for applications
€105-128k
OTE
€60-72k
BASE
+ Company stock options scheme
More information about location
21-100 employees
Company mission
Patchstack's mission is to make open-source safer.
Role
Who you are
- You've sold B2B SaaS before — ideally something technical, ideally to people who care about the details
- You know a sales methodology (MEDDPICC, SPICED, or similar) well enough to use it without making it weird, and you can tell the difference between a deal that's progressing and a deal that's being polite to you
- You're a self-starter
- You're honest about pipeline
- You'd rather call a deal dead than carry it forward to make a forecast look better
- You push back when something doesn't make sense, and you don't confuse pushing back with being difficult
- You're curious about the product, not just the process — you can explain detection, mitigation, and patching to a CTO without either overselling or hiding behind jargon
- You're comfortable being uncomfortable. Cold outreach, hard conversations, walking away from deals that aren't right — none of this should feel exotic
- Closed B2B SaaS deals end-to-end — prospect to signature — with deal sizes in the $25k+ ACV range
- Worked a defined sales methodology in practice, not just in training
- Built pipeline yourself, not only worked inbound
- Sold something technical to a technical buyer — security, infrastructure, dev tools, hosting, or adjacent
- Forecasted your own number with a manager who held you to it
- Bonus, not required: hosting industry experience, agency industry experience, existing relationships with hosting providers
What the job involves
- You'll own the full sales cycle at Patchstack — from first conversation to closed deal to a clean handover. The customers are regional hosting providers, agencies, and other key accounts who need to bring proactive application-layer security to their users. Your job is to find them, qualify them, show them what we do, and close deals that stick
- You'll work closely with our SDR on pipeline, with Marketing on positioning and events, with Customer Success and Partnerships on handovers and expansion, and with Product on what the field is telling you
- This is a quota-carrying role. You'll be measured on pipeline you create, deals you close, the quality of what you hand over, and how accurately you forecast
- Build and work a focused territory plan aligned with company goals
- Generate pipeline through outbound prospecting and inbound follow-up, and work with the SDR to keep qualified meetings flowing
- Run discovery, deliver demos tailored to the audience, and build mutual close plans with timelines, risks, and stakeholders
- Multi-thread deals across the buyer's organisation — not single-thread to whoever picks up the phone
- Coordinate clean handovers to Customer Success and Partnerships, with a success plan the customer recognises
- Stay engaged post-sale to spot upsell and cross-sell opportunities with CS and Partnerships
- Feed customer and market signal back to Product on pricing, packaging, and product gaps
- Keep the CRM honest — next step, close date, stage accuracy, all of it
- Represent Patchstack at industry events and conferences
Our take
Cybersecurity is always getting more complex, with developers having to juggle all sorts of considerations to make sure their creations are not vulnerable to attack. Patchstack is a company that simplifies an important part of this picture, by enabling web developers to secure web apps from third-party component vulnerabilities.
Patchstack works by detecting and prioritising vulnerabilities and automating the response to the most potent threats. A stand-out feature is the speed at which it learns about new threats. According to the company, it can protect its users up to 48 hours before its competition, because it is the exclusive report for hundreds of ethical hackers.
Patchstack's popularity is a testament to its value, with the platform being the official security point of contact for 300+ plugins. It is also well-funded, with the latest round going towards product development and the building out of its sales and marketing team.
Steph
Company Specialist at Welcome to the Jungle
Company
Funding (2 rounds)
Sep 2024
$5m
SERIES A
Oct 2021
$2m
GRANT
Total funding: $7m
Company benefits
- Great people - Work with a super passionate team with shared values
- Full remote - Prefer a sick battle-station at home or love travelling – up to you
- Personal growth - We encourage and support our team to learn something new every day
- Make an impact - Work on a product that benefits thousands and help nurture a community
Company HQ
Pärnu, Pärnu County
Leadership
Oliver Sild
(Founder & CEO)Cyber Security Mentor at Tehnopol. Also Co-Founder at Forwardspace, and Co-Founder and Organizer at CTF Pärnu.
Dave J.
(CTO)Previously a PHP Developer and Security Researcher at Technidev, as well as a Website Developer at BlueICT.
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