Enterprise Account Executive – West Coast

Enterprise Account Executive – West Coast

Location: San Francisco Bay Area (preferred), Los Angeles, or San Diego (Remote) · Reports to: VP of Sales

The company is redefining how organizations protect modern applications. Backed by leading cybersecurity investors and recognized by Gartner® as a Cool Vendor in AI Security, we're building the world's first Application Detection & Response (ADR) platform to help organizations identify exploitable vulnerabilities, stop active attacks, and close the patch gap. Our customers include some of the world's most innovative enterprises, and we're partnering with industry leaders across cloud, security, and observability ecosystems to transform application security. At the company, we live by four core principles: make it customer-focused, make it happen, make it better, make it together.

The Role

We're looking for a high-performing Enterprise Account Executive to lead and grow our West Coast territory. This is not a role for someone looking to manage an existing book of business. We need a builder — someone who thrives in early-stage environments, enjoys creating opportunities from scratch, and can navigate complex enterprise sales cycles involving security, engineering, DevOps, and executive stakeholders. The ideal candidate has experience selling cybersecurity solutions into large enterprises, understands the modern application security landscape, and knows how to leverage partners, cloud providers, and personal networks to generate pipeline and close business.

What you'll do

• Own and grow a defined West Coast enterprise territory.

• Drive the entire sales process from prospecting through close.

• Consistently generate pipeline through outbound activity, executive networking, events, referrals, and partner engagement.

• Develop and execute account strategies across Fortune 1000 and high-growth technology organizations.

• Sell to CISOs, AppSec leaders, cloud security teams, platform engineering teams, and software development organizations.

• Lead discovery, business value discussions, POV execution, commercial negotiations, and procurement processes.

• Partner closely with Sales Engineering to drive technical validation and customer success.

• Collaborate with Marketing to maximize event, campaign, and content-driven opportunities.

• Develop strong relationships with strategic partners including AWS, VARs, consultants, MSSPs, and technology alliance partners to create and accelerate opportunities.

• Represent the company at industry conferences, executive events, and customer engagements throughout the territory.

• Provide market feedback to Product, Marketing, and Leadership teams to help shape company strategy.

What you have

• 5+ years of enterprise cybersecurity sales experience with a demonstrated track record of exceeding quota.

• Experience selling AppSec, runtime security, CNAPP, cloud security, DevSecOps, observability, developer tooling, or adjacent cybersecurity solutions.

• Proven ability to close complex, multi-stakeholder enterprise transactions.

• Strong understanding of modern application architectures, cloud-native environments, and the challenges facing security and engineering teams.

• Demonstrated success building pipeline through self-generated activity and partner relationships.

• Experience working with AWS, cloud marketplaces, channel partners, VARs, or strategic alliances.

• Strong executive presence with the ability to engage both technical and business stakeholders.

• Comfortable operating in a fast-paced startup environment where processes, messaging, and go-to-market motions are continuously evolving.

• Based in the West Coast region, with Bay Area candidates strongly preferred.

Why the company

• Opportunity to join a rapidly growing cybersecurity company at an inflection point.

• Category-defining technology solving one of the most important challenges in modern application security.

• Strong executive team with deep cybersecurity expertise.

• Backing from top-tier cybersecurity investors.

• Significant opportunity for career growth, impact, and earnings.