<h2 class="text-text-100 mt-3 -mb-1 text-[1.375rem] font-bold">Account Executive, Enterprise</h2> <p class="font-claude-response-body break-words whitespace-normal leading-[1.7]"><strong>Team:</strong> Enterprise Sales <strong>Reports to:</strong> Chief Revenue Officer <strong>Location:</strong> Boston, MA (hybrid) or remote with travel</p> <h3 class="text-text-100 mt-3 -mb-1 text-[1.125rem] font-bold">Position summary</h3> <p class="font-claude-response-body break-words whitespace-normal leading-[1.7]">The Account Executive owns the full enterprise sales cycle for Ares, Assail's autonomous multi-agent offensive security platform. This is a quota-carrying, closing role focused on landing and expanding Fortune 1000 accounts across regulated industries — financial services, healthcare, automotive, retail, and critical infrastructure. The AE works alongside the CRO, sales engineering, and the founder's office to run disciplined, multi-threaded deal cycles with CISOs, VPs of Application Security, Heads of Product Security, and their teams.</p> <p class="font-claude-response-body break-words whitespace-normal leading-[1.7]">This is a builder's seat. The AE will help shape the enterprise playbook, contribute to pricing and packaging conversations, and set the standard for how Assail sells.</p> <h3 class="text-text-100 mt-3 -mb-1 text-[1.125rem] font-bold">Core tasks</h3> <ul class="[li_&]:mb-0 [li_&]:mt-1 [li_&]:gap-1 [&:not(:last-child)_ul]:pb-1 [&:not(:last-child)_ol]:pb-1 list-disc flex flex-col gap-1 pl-8 mb-3"> <li class="font-claude-response-body whitespace-normal break-words pl-2"><strong>Own the full sales cycle.</strong> Prospect, qualify, run discovery, scope POVs, negotiate, and close new-logo enterprise deals. Carry an annual quota and forecast accurately every week.</li> <li class="font-claude-response-body whitespace-normal break-words pl-2"><strong>Build and manage pipeline.</strong> Generate qualified pipeline through a mix of outbound, account-based plays, ecosystem partners, events, and inbound. Maintain pipeline coverage of at least 3x quota.</li> <li class="font-claude-response-body whitespace-normal break-words pl-2"><strong>Multi-thread enterprise accounts.</strong> Map account org charts, build relationships across security, engineering, procurement, and the C-suite, and run executive-level conversations with CISOs and CIOs.</li> <li class="font-claude-response-body whitespace-normal break-words pl-2"><strong>Run rigorous discovery.</strong> Uncover the customer's application security program, current AppSec/DAST/pentest spend, compliance drivers (PCI, HIPAA, FedRAMP, SOC 2, DORA), and the business outcomes they need.</li> <li class="font-claude-response-body whitespace-normal break-words pl-2"><strong>Lead POVs and technical evaluations.</strong> Partner with sales engineering to scope, run, and close proof-of-value engagements. Translate Ares' findings into business risk and ROI the buyer's executive team will fund.</li> <li class="font-claude-response-body whitespace-normal break-words pl-2"><strong>Negotiate and close.</strong> Lead pricing, redlines, and procurement cycles. Partner with legal and finance to close clean, multi-year enterprise agreements.</li> <li class="font-claude-response-body whitespace-normal break-words pl-2"><strong>Expand existing accounts.</strong> Drive land-and-expand motion across business units, subsidiaries, and adjacent application portfolios within named accounts.</li> <li class="font-claude-response-body whitespace-normal break-words pl-2"><strong>Operate the CRM with discipline.</strong> Keep HubSpot pristine — stage hygiene, next steps, MEDDPICC fields, close dates, and accurate forecasting. The pipeline is the product.</li> <li class="font-claude-response-body whitespace-normal break-words pl-2"><strong>Feed the company.</strong> Surface competitive intelligence, product gaps, pricing signal, and customer language back to marketing, product, and the CRO. AEs at this stage shape the company, not just hit a number.</li> <li class="font-claude-response-body whitespace-normal break-words pl-2"><strong>Represent Assail externally.</strong> Attend industry events, customer dinners, analyst briefings, and partner meetings. Carry the brand the way it deserves to be carried.</li> </ul> <h3 class="text-text-100 mt-3 -mb-1 text-[1.125rem] font-bold">Must-have skills</h3> <ul class="[li_&]:mb-0 [li_&]:mt-1 [li_&]:gap-1 [&:not(:last-child)_ul]:pb-1 [&:not(:last-child)_ol]:pb-1 list-disc flex flex-col gap-1 pl-8 mb-3"> <li class="font-claude-response-body whitespace-normal break-words pl-2">7+ years of quota-carrying enterprise software sales experience, with at least 3 years selling cybersecurity to the Fortune 1000.</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Demonstrated track record of consistently hitting or exceeding $1M+ ARR quotas, with deal sizes of $150K–$1M+ ACV.</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Experience selling into CISOs, VPs of Application Security, Heads of Product Security, and DevSecOps leaders.</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Deep fluency in the AppSec landscape: DAST, SAST, IAST, pentesting, bug bounty, ASPM, and where each fits in the buyer's stack.</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Disciplined sales methodology — MEDDPICC, Command of the Message, Force Management, or equivalent. Able to articul