Enterprise Account Executive, Endor Labs
Software supply chain security solutions
Be an early applicant
Software supply chain security solutions
101-200 employees
Be an early applicant
101-200 employees
Company mission
To build the foundational company for one of the most defining shifts in modern software development.
Role
Who you are
- You’re a strategic, technical seller who loves simplifying complexity and guiding customers through transformation. You know how to navigate ambiguity, collaborate deeply, and earn trust through insight and credibility
- 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
- Lead with character. Commitment, humility, and grit. You've overcome something hard, you want to be the best, and you carry a strong moral compass into every room
- Are coachable by default. You seek feedback, act on it fast, and treat every deal as a chance to get better
- Think sharply and translate complexity. You build a credible business case and make hard concepts simple
- Have proven it where it's hard. You've carried a number at a high-growth, not-yet-household-name company and consistently beaten it
- Even if you don't fit every requirement above, we believe in the power of diverse perspectives and experiences, so we encourage all talented individuals to apply—there's no one-size-fits-all here
What the job involves
- We're hiring Enterprise Account Executives to own the full sales cycle—from discovery to close—driving new business with enterprise customers who care deeply about developer productivity and application security
- This is a technically complex, multi-threaded sale
- Our buyers are CISOs, AppSec leaders, and engineering executives, and you'll translate Endor Labs' capabilities into clear business value while partnering with Solution Architects, CS, SDRs, and Marketing
- You won't inherit a full pipeline—you'll build it
- The AEs who thrive here create demand and run a repeatable enterprise motion with intent
- 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
- Thrive in a fast-paced, high-growth environment—taking ownership over titles to win for the customer and the team
Our take
Endor Labs is one of the fastest-growing companies in application security, building tools for a world where software moves at breakneck speed. The platform protects both traditional and AI-generated code by combining deep analysis with automation, so teams can identify and fix vulnerabilities before they reach production.
Its impact is clear too. The company is now protecting over 5M applications and running more than a million scans weekly, serving customers like OpenAI, Rubrik, and major financial institutions. As AI-written code introduces new risks, the platform helps teams stay fast while maintaining security.
The company raised an oversubscribed $93M funding round in 2025, supported by DFJ Growth and Salesforce Ventures, to accelerate the expansion of its AI-driven AppSec Platform. With this rapid growth and strong customer retention, Endor Labs is ready to position itself as a key security partner in the evolving AI-powered software landscape.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
142% employee growth in 12 months
Company
Funding (last 2 of 3 rounds)
Apr 2025
$93m
SERIES B
Aug 2023
$70m
SERIES A
Total funding: $188m
Company benefits
- Culture and Engagement: Fostering a vibrant culture and strong engagement is paramount. As a diverse team, we actively unite through global annual company off-sites, company-wide events, hackathons, and departmental team-buildings.
- Health and Wellness: We offer benefits to manage your health, wealth, and well-being. Benefits include competitive medical, dental, and vision plans, life insurance, voluntary life options, and financial tools such as Flexible Spending Account (FSA) and Health Savings Account (HSA). Additionally, we empower your financial future with 401k plans, and support your family's growth with parental leave options.
- Remote Options: We are a globally diverse team and have the flexibility to work from anywhere, while ensuring our employees feel supported and connected. We are happy to provide Home Office Equipment stipend and Cell Phone and Internet Reimbursement.
- Time to Recharge: Endor Labs observes a number of diverse holidays and we offer flexible PTO for you to relax and recharge.
Company HQ
University South, Palo Alto, CA
Leadership
Varun Badhwar
(Co-Founder & CEO)Graduated from the University of Southern California with a BS in Computer Science. Founder and former CEO of RedLock (acquired by Palo Alto Networks). Also co-founded CipherCloud where they served as the VP of Products & Field Operations.
Dimitri Stiliadis
(Co-Founder & CTO)Graduated from the University of California with a PhD in Computer Engineering. Founder and former CTO of Aporeto (acquired by Palo Alto Networks). Also co-founded Nuage Networks where they served as the CTO.
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