Enterprise Account Executive, West

About the role

This position is based in the US, specifically in the West Coast. All other locations are not currently being considered. GitGuardian is a global post-Series C cybersecurity startup. Among our early investors who saw our market value proposition, are the co-founder of GitHub, Scott Chacon, along with Solomon Hykes, Docker's co-founder. American and European top-tier VC firms have also invested in GitGuardian. GitGuardian leads the way in Non-Human Identity security, offering end-to-end solutions from secrets detection in code, productivity tools and environments to strong remediation, observability and proactive prevention of leaks. Our solutions are already used by more than 600K developers worldwide!

Your Team And Your Mission

You'll be joining our US Sales team, reporting to the Regional Vice President of Sales. Our customers are typically organizations with hundreds to thousands of developers using modern cloud infrastructure; and the people you'll sell to span CISOs, CTOs, AppSec leads, and Engineering and DevOps teams. Your mission is to grow GitGuardians presence across enterprise accounts in your territory. You'll run the full sales cycle: from prospecting and pipeline generation to POC facilitation, negotiation, and close; all while building relationships that create long-term value for your customers and for GitGuardian.

Your Mission

• Identify, engage, and build rapport with enterprise prospects through outbound hunting, channel relationships, and events
• Own end-to-end sales cycles, aligning multiple stakeholders across large buying teams: from CISOs and CTOs to Security, Engineering, and DevOps leads
• Scope and run complex POCs and POVs alongside your Sales Engineer
• Build proposals and manage multi-stakeholder negotiations in partnership with internal and external procurement teams
• Maintain disciplined pipeline management and accurate forecasting
• Evangelize GitGuardians growing product line, including our NHI Governance and secrets detection capabilities

Who You Are

• Demonstrated success as an Enterprise Account Executive in a DevOps and/or AppSec environment.
• At least 5 years of enterprise software or security sales experience, with a track record of managing complex, multi-stakeholder sales cycles.
• Experience selling into Security, Engineering, or IT leadership (Application Security, DevSecOps, Cloud Security, Identity/IAM/NHI, or developer tooling is a strong plus).
• Demonstrated success generating pipeline independently and achieving quota.
• Comfort running multi-threaded enterprise deals with nuanced procurement processes.
• Strong communication skills: You're clear and credible with executive audiences.
• A willingness to travel (up to 25%).
• Proficiency with MEDDIC or MEDDPICC sales frameworks.

Benefits

• 25 days of PTO (employees are strongly encouraged to use all of it!)
• 9 public holidays
• Social, Dental & Vision insurance (80% coverage), for individuals and their families
• Short term & long term disability insurance (100% paid)
• Travel policy including to our annual off-sites ('23 was South of France!)
• Monthly remote work stipend $70
• Up to $300 towards your home office set-up
• Electrical
• Referral bonus of $4000 for any new Guardians we might hire thanks to you
• Credit card
• Pre-tax commuter plan access
• 401(k) with Empower

Objective

To evaluate your skills for the position and project yourself into the role.

The interview process

• Video call with a Talent Acquisition team member
• To discover your professional projects and evaluate if there could be a mutual match.
• Team interview: Meet the team and/or your future manager
• To know more about yourself and your achievements, and present to you the team.
• Business case: To work at home and to present to the team.
• Final interview with the CEO Eric will detail our company’s vision and ambitions for the next couple of years.

Pay and Schedule

The base salary range for this position is expected to be $155,000-$175,000 per year, double OTE with competitive equity. Actual compensation will be determined on factors such as location, relevant experience, skills, and other qualifications. This range represents the expected OTE for this role; additional compensation may include equity, and/or other benefits.