Account Executive

Astra Security; Bengaluru; On-site; INR 1,800,000 - 2,400,000; Full time

Job summary

Astra Security in Bengaluru is seeking an Account Executive to drive new business across APAC. You will own the entire sales cycle from prospecting to closure in a quota-carrying role for mid-market and enterprise customers.

Required: 3+ years of B2B SaaS sales, cybersecurity or developer-focused products, multi-stakeholder selling, and HubSpot proficiency. You will build a predictable enterprise pipeline and surpass quarterly targets.

Qualifications

• 3+ years of quota-carrying B2B SaaS sales experience.
• Proven experience selling cybersecurity or developer-focused SaaS.
• Enterprise deals closed in APAC markets.
• Experience managing ACV-driven revenue targets.
• Strong understanding of enterprise cloud environments and application security.
• Ability to navigate multi-threaded sales cycles and influence C-level stakeholders.
• Experience handling RFPs, InfoSec reviews, and enterprise procurement cycles.
• Proficiency in HubSpot or similar CRM platform.
• Strong executive presence and crisp articulation.
• Excellent negotiation and objection-handling skills.
• Research-driven approach to account targeting and territory planning.

Responsibilities

• Own inbound opportunities end-to-end, from qualification to closure.
• Manage high volume inbound leads to maximize revenue.
• Conduct discovery calls to understand customer needs, pain points, and security requirements.
• Convert qualified inbound opportunities into paying customers by running structured, consultative sales cycles.
• Improve win rates by identifying conversion gaps and continuously refining sales approach.
• Drive Average Deal Size through effective discovery, solution positioning, and relevant upsell/cross-sell opportunities.
• Consistently achieve and exceed monthly/quarterly sales quota.
• Follow up proactively with prospects and maintain strong pipeline velocity throughout the sales cycle.
• Accurately forecast revenue and maintain strong CRM hygiene and pipeline visibility in HubSpot.
• Work closely with Marketing to improve inbound lead quality, conversion, and overall funnel performance.

Skills

Quota-carrying B2B SaaS sales

Cybersecurity SaaS sales

Enterprise deals APAC

ACV targets

Enterprise cloud security

Navigate C-level stakeholders

RFPs/InfoSec reviews

HubSpot CRM

Executive presence

Negotiation skills

Territory planning

Tools

HubSpot CRM

Job description

Astra Security is a leader in the penetration testing space, recognized by G2 in the Pentest category. With headquarters in the US & India, Astra is the trusted security partner for leading brands including Muthoot Finance, Loom, CompTIA, NIIT, Goldcast, HackerRank, Sprinto, ITC & more. Its one-of-a-kind continuous pentest platform is trusted by 1,200+ companies across 100+ countries, from fast-growing startups to Fortune 100 giants.

Astra's autonomous pentest platform pairs AI agents with certified human pentesters to continuously pentest applications and infrastructure at scale. Vulnerabilities are discovered, validated, and chained the way a real attacker would. Beyond pentesting, Astra's suite includes a DAST Scanner, Cloud Vulnerability Scanner, and API Security Platform, giving teams continuous coverage across web apps, cloud environments, and APIs from a single dashboard. With over 18,000 vulnerabilities detected daily, Astra helps customers prevent millions in potential losses while saving thousands of developer hours. Last year alone, Astra uncovered more than 6.8 million vulnerabilities for its customers.

Astra's research team actively contributes to the OWASP community, including helping shape the OWASP Autonomous Penetration Testing Standard (APTS) and contributing to the OWASP Top 10 for LLM and Generative AI Security Risks. Astra is CREST-accredited, CERT-IN empaneled, and a PCI ASV, reflecting its commitment to the highest standards of security testing.

We've been awarded by the President of France Mr. François Hollande at the La French Tech program and Prime Minister of India Shri Narendra Modi at the Global Conference on Cyber Security. Loom, MamaEarth, Muthoot Finance, Canara Robeco, ScripBox etc. are a few of Astra’s customers.

Role Overview

As an Account Executive, you will drive new business acquisition across mid-market and enterprise segments in the APAC market. You will own the entire sales cycle from strategic prospecting and executive discovery to solution consulting, negotiation, and enterprise-level deal closure. This is a quota-carrying, revenue-focused role that requires consultative selling, strong cybersecurity domain understanding, and the ability to navigate complex, multi-stakeholder buying environments

Key Responsibilities

• Own inbound sales opportunities end-to-end, from lead qualification and discovery to negotiation and closure
• Manage and prioritize a high volume of inbound leads to maximize conversion and revenue
• Conduct effective discovery calls to understand customer needs, pain points, and security requirements
• Convert qualified inbound opportunities into paying customers by running structured, consultative sales cycles
• Improve win rates by identifying conversion gaps and continuously refining sales approach
• esDrive Average Deal Size (ADS) through effective discovery, solution positioning, and relevant upsell/cross-sell opportunities
• Consistently achieve and exceed monthly/quarterly sales quota
• Follow up proactively with prospects and maintain strong pipeline velocity throughout the sales cycle
• Accurately forecast revenue and maintain strong CRM hygiene and pipeline visibility in HubSpot
• Work closely with Marketing to improve inbound lead quality, conversion, and overall funnel performance

Required Qualifications & Skills

• 3+ years of quota-carrying B2B SaaS sales experience
• Proven experience selling cybersecurity or developer-focused SaaS products
• Demonstrated success closing enterprise deals in APAC markets
• Experience managing ACV-driven revenue targets
• Strong understanding of enterprise cloud environments and application security
• Ability to navigate multi-threaded sales cycles and influence C-level stakeholders
• Experience handling RFPs, InfoSec reviews, and enterprise procurement cycles
• Proficiency in HubSpot or similar CRM platform
• Strong executive presence and crisp articulation
• Excellent negotiation and objection-handling skills
• Research-driven approach to account targeting and territory planning

What Success Looks Like

• Consistently achieving or exceeding quarterly enterprise revenue targets
• Building a predictable, high-quality enterprise pipeline
• Establishing Astra as a trusted cybersecurity advisor within enterprise accounts
• Driving expansion revenue through multi-product adoption

We Offer

• Adrenalin rush of being a part of a growing company
• Holistic understanding of SaaS and enterprise cloud security business
• Opportunity to engage and collaborate with developers globally