Account Executive

What You'll Do

• Own the full new-business sales cycle for SMB and mid-market accounts in your territory, from prospecting and qualification through negotiation and close.
• Handle inbound marketing and event leads for your territory.
• Partner with channel partners to build pipeline and improve win rates on opportunities.
• Identify and develop greenfield opportunities through outbound prospecting, partner collaboration, and local market intelligence, both remotely and in person.
• Build and execute a territory plan targeting high-value prospects across industries, including qualifying and passing Enterprise-level opportunities to the North Central Enterprise Rep and partnering with them on shared account strategy as your territory matures.
• Drive competitive takeouts and position Mend as the preferred AppSec platform.
• Consistently achieve new-logo ARR targets and pipeline creation goals.

What We're Looking For

• Demonstrated outbound prospecting experience (i.e., cold calls, sequencing, territory development) ideally in a market with limited existing pipeline.
• Based in the Midwest: Chicago, Minneapolis, Detroit, Columbus, or a comparable North Central hub
• Full-cycle closing experience, or clear readiness to transition into one; this role carries a closed ARR quota from month one
• 2-5 years of total sales experience, ideally including time in a BDR/SDR role before moving into a full-cycle closing role
• Nice to Have:
• Comfortable building a market from scratch, without an established playbook or local team and defining your own daily priorities
• Existing network in the local tech, security or developer tools community
• Experience selling SCA or AppSec platforms (i.e., Snyk, Veracode, Checkmarx, GitHub Advanced Security)
• Familiarity with CI/CD ecosystems (GitHub, GitLab, Jenkins, Azure DevOps, Bitbucket)

Culture at Mend.io

We are leading the way in securing AI-powered applications, and we believe the best innovations come from teams where everyone feels valued. We are committed to a workplace built on respect, trust, and growth, where learning and flexibility empower people to do their best work.