Founding Account Executive, Tracebit
Accel Backed Cloud Security Startup
$180-200k
OTE
$90-120k
BASE
+ Offers Equity
More information about location
5 days a week in office (Manhattan, NY)
Accel-backed cloud threat detection and deception platform
Open for applications
Accel-backed cloud threat detection and deception platform
1-20 employees
Open for applications
$180-200k
OTE
$90-120k
BASE
+ Offers Equity
More information about location
5 days a week in office (Manhattan, NY)
1-20 employees
Company mission
To reduce the time it takes to detect and contain security incidents from months to minutes.
Role
Who you are
- You've sold technical products before. 3-5 years selling B2B SaaS, ideally in cybersecurity or developer tooling. You've closed deals in the $50K-100K+ range and know how to navigate technical buyers. You don't need to be an engineer, but you can hold your own in conversations with CISOs and security engineers
- You can own the full sales cycle. You've run deals from the first call to the signed contract. You know how to qualify, demo, handle objections, navigate procurement, and close. You're comfortable with both 30-day velocity deals and longer complex sales cycles
- You're a builder, not just an executor. You've ideally been an early sales hire before (or want to be). You're excited about figuring things out as you go rather than following a prescriptive playbook. You'll help refine our pitch, messaging, and sales process based on what you're learning in the field
- You're hungry and self-sufficient. You don't wait for leads to be handed to you. You're comfortable building your own pipeline, working inbound opportunities, and finding creative ways to get in front of the right people
- You thrive in startup environments. You're energized by fast iteration, ambiguity, and working closely with founders and product teams. You've experienced the pace of an early-stage company and know it's not for everyone
- The right characteristics. We think the Founding Account Executives at Tracebit will succeed by being highly emotionally intelligent, have great hunger and grit, demonstrate attention to detail and are hard-working, entrepreneurial individuals
- Bonus points if: You were among the first AEs at a startup and/or you've sold into security or technical teams
What the job involves
- You will report to our Founding Sales Lead, who previously spent 5 years at Snyk as an early employee during a hyper-growth period from $18M to $300M ARR and 200 to 1,200 employees. You will also work closely with Tracebit's Co-Founders, CEO and CTO, who were both early employees at Tessian which was sold to Proofpoint in 2023
- This is a unique opportunity to join an early-stage, high-growth cybersecurity company, where you'll have real influence on our business growth with the opportunity to expedite your career as Tracebit grows
- As our first US-based Account Executives, you'll be instrumental in building our US GTM engine. You'll work closely with our London-based Founding Sales Lead to establish repeatable sales processes while closing your own deals
- Close deals with some of the most exciting logos globally. You will own the full sales cycle from discovery through to contract signature on key deals into the $50-100k + ARR range, working across SMB and Mid-Market companies
- Work both inbound and outbound opportunities. Convert warm inbound leads from our growing user base and product-led motion. Run targeted outbound campaigns into accounts that match our ICP. You’ll own your own business
- Help build our sales playbook. We have GTM motions in place, but we want you to help re-write them. You will help to design a sales function - refining our discovery questions, demo flow, objection handling, and closing tactics
- Partner with the product and customer success teams. Provide feedback on what prospects share and what would accelerate deals. You’ll learn a lot about the product and help shape our roadmap based on market feedback
- Represent Tracebit at industry events. Attend key cybersecurity conferences (Black Hat, RSA, etc.) to build pipeline and strengthen relationships with prospects
- Operate with high velocity. You'll be managing multiple deals simultaneously, moving fast while maintaining deal quality. Expect to run many active opportunities
- This is a hands-on closing role in a fast-moving startup. You'll have autonomy to experiment, direct access to founders, and the opportunity to grow at a rapid place
Our take
Tracebit is a cybersecurity company specialising in intrusion detection solutions using deception techniques, such as canaries and honeypots. While effective, these methods are often costly and complex, limiting their broader use. Tracebit addresses these challenges by leveraging modern cloud practices for quick and efficient scaling.
By connecting securely to cloud environments and recommending realistic canaries based on unique profiles, Tracebit allows users rapid deployment through infrastructure-as-a-code. As environments evolve, Tracebit continuously adapts its canary configuration to keep potential intruders guessing, ensuring ongoing protection.
Recent funding will allow the company to further its developments and expand its team, enabling the company to broaden its offerings. With this strong backing and innovative approach, Tracebit is ready to solidify its position in the cybersecurity space.
Steph
Company Specialist at Welcome to the Jungle
Company
Funding (1 round)
Jul 2024
$5m
SEED
Total funding: $5m
Company benefits
- Generous equity included
Company HQ
Fitzrovia, London, UK
Leadership
Andy Smith
(Co-Founder & CEO)Previously, Head of Engineering at Tessian, where he grew the Engineering team from 7 to over 100 people, through Series A, B, C and $130m investment (Accel, Balderton, Sequoia).
Sam Cox
(Co-Founder & CTO)Former lead Architect at Tessian, processing millions of sensitive email transactions weekly. Cambridge Maths graduate.
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