Account Executive

Way Security; New York (NY); On-site; USD 150,000 - 210,000; Full time

Job summary

Way Security, a leading IAM enforcement platform, is hiring its founding Account Executive for North America. You will own revenue from day one, build a pipeline from scratch, and work with the founders to shape the GTM motion. You’ll navigate long, multi-stakeholder sales cycles with CISOs and security leaders.

Your impact goes beyond quota—help shape the go-to-market, playbooks, and future hiring as you lead strategic business and technical discussions with senior buyers.

Qualifications

• 5+ years of B2B SaaS sales experience owning full-cycle enterprise sales, with a track record of consistently exceeding quota in consultative, complex environments.
• Proven experience closing $200K+ ACV deals into Fortune 500 companies and similarly large organizations.
• Strong background selling cybersecurity products or platforms, with deep understanding of enterprise security buying processes and selling to CISOs and technical stakeholders.
• A true hunter who builds pipeline from zero, penetrates strategic accounts, and creates momentum without relying on SDR-generated opportunities.
• Able to multi-thread large organizations, build champions at multiple levels, and lead both strategic business conversations and technical discussions.
• Strong executive presence, with the ability to engage, influence, and challenge senior buyers.
• Independent, competitive, ownership-driven, and comfortable with the speed and ambiguity of an early-stage company.

Responsibilities

• Own the full sales cycle, from prospecting and outbound through negotiation and close, across large enterprise accounts.
• Build and execute a territory strategy focused on large enterprises, including Fortune 500s, generating pipeline independently through outbound, your network, and strategic account planning.
• Lead long, multi-threaded sales cycles involving security, IT, identity, procurement, legal, and executive stakeholders.
• Build relationships with CISOs, security leaders, and CIO organizations, running discovery that reframes how they think about identity risk.
• Partner with our technical teams through evaluations, POCs, and security reviews, and navigate complex enterprise procurement to drive deals to close.
• Maintain accurate pipeline data in our CRM and provide reliable forecasting.
• Act as the voice of the customer and help build the foundation of the sales organization: processes, messaging, playbooks, and future hiring.

Skills

Full-cycle enterprise sales

ACV > $200K

Cybersecurity product sales

Hunter mentality

Multi-stakeholder selling

Executive engagement

Ownership mindset

Job description

About Way

Way Security is the IAM enforcement platform. Enterprises own the right identity tools, IdP, IGA, PAM, but those tools only govern what they can technically reach, leaving powerful platforms enforced on a fraction of the environment. Way takes the identity stack enterprises already run and enforces it on every app and identity, including the ones those tools can't reach today.

Any stack, any environment, any vertical. Nothing replaced. Everything enforced.

About The Role

We're hiring our founding Account Executive in North America. You'll own revenue from day one, build a pipeline from scratch, and work directly with the founders to shape how we sell, who we sell to, and why we win. You'll focus on some of the largest and most complex organizations in the market, navigating long, multi-stakeholder sales cycles with senior security and technology leaders.

Your impact won't just be measured by quota attainment, but by how you help build and shape our entire go-to-market motion.

What You'll Do

• Own the full sales cycle, from prospecting and outbound through negotiation and close, across large enterprise accounts
• Build and execute a territory strategy focused on large enterprises, including Fortune 500s, generating pipeline independently through outbound, your network, and strategic account planning
• Lead long, multi-threaded sales cycles involving security, IT, identity, procurement, legal, and executive stakeholders
• Build relationships with CISOs, security leaders, and CIO organizations, running discovery that reframes how they think about identity risk
• Partner with our technical teams through evaluations, POCs, and security reviews, and navigate complex enterprise procurement to drive deals to close
• Maintain accurate pipeline data in our CRM and provide reliable forecasting
• Act as the voice of the customer and help build the foundation of the sales organization: processes, messaging, playbooks, and future hiring

Requirements:

Who You Are

• 5+ years of B2B SaaS sales experience owning full-cycle enterprise sales, with a track record of consistently exceeding quota in consultative, complex environments
• Proven experience closing $200K+ ACV deals into Fortune 500 companies and similarly large organizations
• Strong background selling cybersecurity products or platforms, with deep understanding of enterprise security buying processes and selling to CISOs and technical stakeholders
• A true hunter who builds pipeline from zero, penetrates strategic accounts, and creates momentum without relying on SDR-generated opportunities
• Able to multi-thread large organizations, build champions at multiple levels, and lead both strategic business conversations and technical discussions
• Strong executive presence, with the ability to engage, influence, and challenge senior buyers
• Independent, competitive, ownership-driven, and comfortable with the speed and ambiguity of an early-stage company

Strong plus

• Experience selling identity security, IAM, IGA, PAM, or adjacent identity technologies
• Existing relationships with CISOs, security executives, or enterprise security buyers
• Experience as an early sales hire at a Seed or Series A company
• Experience building a new territory or market from scratch

Sound like you?

If you've consistently been one of the top performers on your team, know how to break into large enterprise accounts, and want to build something from the ground up, we'd love to meet you.