Senior Account Executive, SandboxAQ

• 10+ Years of Enterprise Selling: Proven track record of exceeding quotas in a fast-paced software market, specifically focused on new business and large enterprise accounts
• Cybersecurity Domain Expertise: Deep familiarity with the security landscape, ideally with experience in cryptography, AI Security, or non-human identity (NHI) management
• West Coast Network: A strong, existing bench of relationships with senior InfoSec leaders and decision-makers at Fortune 500 companies within the Western US
• Strategic "Builder" Mindset: Demonstrated ability to work in an ambiguous, greenfield environment (like a startup) where you define the playbooks rather than just following them
• Complex Deal Management: Experience managing long sales cycles (12–18 months) and articulating the business value of deep technical technology to executive audiences

Desirable

• Introduction to the team: The Cybersecurity Group is ensuring the safety of the world's data in the AI era
• We are building the foundational security layer for an AI-powered world, evolving AQtive Guard into the leading platform for Cryptographic Management and AI Security Posture Management
• Our mission is to secure the rapidly evolving landscape of AI infrastructure, addressing the critical need for timely detection, identity protection, and automated remediation
• Introduction to the role: The Cybersecurity Group is looking for a founding Enterprise Account Executive (West) to join our North American sales organization
• This is a rare opportunity to build the West Coast sales function from the ground up for a category-defining product, backed by the stability of a company with $5.8B in valuation and deep funding
• You will have the autonomy and ownership of an early-stage venture—defining the go-to-market strategy for the West—combined with the resources of a mature organization
• Own the Western Territory: Proactively prospect, qualify, and develop a robust pipeline of Fortune 500 accounts west of the Mississippi, executing a strategic plan to exceed ARR targets
• Execute Complex Enterprise Sales: Drive the full sales cycle from initial contact to close, utilizing value-based selling methodologies (e.g., MEDDPICC/Challenger) to navigate complex buying centers and multi-year contract negotiations
• Engage C-Level Stakeholders: Build trust-based relationships with CISOs, CIOs, and CTOs, helping them identify where automated cryptography and NHI management can solve critical business challenges
• Drive Product-Market Fit: Act as the "voice of the customer" for the West, providing frequent, detailed feedback to Product and Marketing teams to sharpen our messaging and accelerate adoption
• Orchestrate the Win: Lead a cross-functional "deal team"—collaborating with Sales Engineering, Delivery, and Partners—to demonstrate value and ensure customer satisfaction