Enterprise Account Executive (U.K)

Endor Labs; Greater London; Remote; GBP 90,000 - 130,000; Full time

Benefits offered by this job

Health and Wellness benefits

Remote-friendly with global teams

Home office stipend

Job summary

Endor Labs is seeking an Enterprise Account Executive to own the full sales cycle from discovery to close, targeting enterprise customers focused on developer productivity and application security.

You’ll work with CISOs, AppSec leaders, and engineering executives, translating Endor Labs’ capabilities into quantified business value while partnering with Solution Architects, CS, SDRs, and Marketing. A meaningful, self-sourced pipeline is required to win in this role.

Qualifications

• 5+ years of full-cycle enterprise sales experience in cybersecurity, DevOps, or developer tools.
• Strong track record of closing multi-threaded, six-figure deals with enterprise accounts.
• Ability to lead with character, humility, and grit in high-growth environments.
• Experience translating technical depth into business value and credible ROI.
• Proven skill in objection handling and stakeholder alignment across buying committees.

Responsibilities

• Own the full enterprise sales cycle from discovery to close.
• Map the buying committee and build internal champions.
• Self-source pipeline through strategic prospecting and active outreach.
• Forecast with rigor and consistently exceed targets.
• Apply structured enterprise motions (e.g., Command of the Message) to move deals forward.

Skills

Enterprise sales

CISOs engagement

Multi-stakeholder selling

Value selling

Forecasting

Tools

MEDDPICC

Job description

• We’re hiring Enterprise Account Executives to own the full sales cycle—from discovery to close—driving new business with enterprise customers who care deeply about developer productivity and application security
• This is a technically complex, multi-threaded sale. Our buyers are CISOs, AppSec leaders, and engineering executives, and you’ll translate Endor Labs’ capabilities into clear business value while partnering with Solution Architects, CS, SDRs, and Marketing. You won’t inherit a full pipeline—you’ll build it. The AEs who thrive here create demand and run a repeatable enterprise motion with intent
• Own complex, multi-stakeholder enterprise deals end to end, orchestrating SAs, CS, SDRs, and Marketing to win
• Self-source a meaningful share of your pipeline through strategic, trigger-based prospecting—you create demand, you don’t wait for it
• Run rigorous discovery and qualify with discipline using MEDDPICC
• Apply a structured enterprise motion (e.g., Command of the Message) to move deals with purpose and predictability
• Translate technical depth into clear business outcomes and build a credible business case tied to measurable value
• Map the buying committee, build internal champions, and earn trusted-advisor status—you sell insight, not a feature checklist
• Manage pipeline rigorously, forecast with precision, and consistently exceed targets
• Thrive in a fast-paced, high-growth environment—taking ownership over titles to win for the customer and the team

Benefits

• Culture and Engagement: Fostering a vibrant culture and strong engagement is paramount. As a diverse team, we actively unite through global annual company off-sites, company-wide events, hackathons, and departmental team-buildings.
• Health and Wellness: We offer benefits to manage your health, wealth, and well-being. Benefits include competitive medical, dental, and vision plans, life insurance, voluntary life options, and financial tools such as Flexible Spending Account (FSA) and Health Savings Account (HSA). Additionally, we empower your financial future with 401k plans, and support your family’s growth with parental leave options.
• Remote Options: We are a globally diverse team and have the flexibility to work from anywhere, while ensuring our employees feel supported and connected. We are happy to provide Home Office Equipment stipend and Cell Phone and Internet Reimbursement.
• Time to Recharge: Endor Labs observes a number of diverse holidays and we offer flexible PTO for you to relax and recharge.

Demonstrated over-attainment: President’s Club, top-decile ranking, or a consistent record of beating quotaHigh curiosity and initiative—you don’t follow scripts, you lead the conversationYou’re a strategic, technical seller who loves simplifying complexity and guiding customers through transformation. You know how to navigate ambiguity, collaborate deeply, and earn trust through insight and credibilityExperience in a structured, playbook-driven motion—Command of the Message, Force Management, MEDDPICC (or MEDDIC), or a comparable value-selling methodologyYou’ve done your best work at high-growth companies where you had to create demand, not fulfill inbound—and you know the difference5+ years of full-cycle enterprise sales experience in cybersecurity, DevOps, or developer toolsA strong track record of closing multi-threaded, six-figure deals with enterprise accountsComfort selling to technical buyers—CISOs, Heads of Security, Engineering and Developer Productivity leadersLead with character. Commitment, humility, and grit. You’ve overcome something hard, you want to be the best, and you carry a strong moral compass into every roomHave proven it where it’s hard. You’ve carried a number at a high-growth, not-yet-household-name company and consistently beaten itThink sharply and translate complexity. You build a credible business case and make hard concepts simpleAre coachable by default. You seek feedback, act on it fast, and treat every deal as a chance to get betterEven if you don’t fit every requirement above, we believe in the power of diverse perspectives and experiences, so we encourage all talented individuals to apply—there’s no one-size‑fits-all here