Account Executive

Pillar; Northern (KY); Hybrid; USD 120,000 - 180,000; Full time

Benefits offered by this job

Significant equity grant

Paid parental leave

Flexible PTO policy

Job summary

Pillar is seeking anAccount Executive to lead enterprise security sales across the East Coast and broader North America. You will own the end-to-end cycle, from territory strategy to complex deal orchestration, partnering with marketing, product, and customer success.

This hunter role demands selling to CISOs and security leaders, with a startup mindset and a focus on building scalable playbooks, dashboards, and repeatable processes to drive ARR growth.

Qualifications

• 5–8+ years in enterprise SaaS sales with cybersecurity exposure.
• Experience selling to CISOs and senior security/IT leaders.
• Startup DNA with ownership mindset.
• Mastery of MEDDIC or SPICED and CRM discipline.

Responsibilities

• Own a territory plan for the Eastern US & Canada and build multi-threaded relationships.
• Drive net-new ARR through outbound, partners, and marketing leads.
• Navigate complex sales with pilots, stakeholders, and procurement to close.
• Capture market signals and influence product roadmap with customer insights.
• Maintain CRM hygiene and contribute to playbooks and enablement assets.
• Provide weekly forecasts and clear next steps with risk assessments.
• Leverage VARs, MSSPs, and cloud marketplaces to extend reach.

Skills

Enterprise SaaS sales

CISO/security executive engagement

MEDDIC/SPICED methodologies

CRM discipline

Tools

HubSpot

Salesforce

Job description

We’re hiring a results-driven Account Executive for North America (East Coast) to win new logos, expand key accounts, and help craft the playbooks that will scale our revenue engine. You’ll own the full sales cycle—from territory strategy and pipeline creation to complex deal orchestration and close—while tightly partnering with marketing, product, and customer success.

This is a high-impact role for a true "hunter" who is comfortable selling technical, enterprise-grade security solutions to multiple stakeholders (CISO, CIO, AppSec, AI/ML leaders) and who brings structure to ambiguity.

Key Responsibilities

• Own a territory plan for the Eastern US & Canada: prioritize verticals (e.g., Financial Services, Healthcare, Insurance, Tech), map buying centers, and build multi-threaded relationships.
• Drive net-new ARR: generate pipeline via outbound, partner channels, and marketing-sourced leads; run disciplined deal cycles to consistent close.
• Navigate complex sales: lead proofs of value/pilots, align technical and business stakeholders, and manage legal/procurement to hit timelines.
• Be the voice of the customer: capture market signals and product feedback; influence roadmap and messaging with real-world insights.
• Document and improve process: maintain impeccable CRM hygiene (HubSpot/Salesforce), contribute to playbooks, templates, and sales enablement assets.
• Forecast with accuracy: provide clear weekly commits, risk assessments, and next-step plans.
• Leverage the ecosystem: activate VARs, MSSPs, cloud marketplaces, and strategic alliances to extend reach and accelerate cycles.

Ideal Candidate

Must-haves

• 5–8+ years in enterprise SaaS sales, with cybersecurity / application security exposure.
• Experience selling to CISOs and senior security/IT leaders in complex organizations.
• Startup DNA: you thrive in a fast paced environment, love taking ownership and making a difference
• Mastery of modern sales methodologies (e.g., MEDDIC, SPICED) and CRM rigor.
• Exceptional communication, discovery, and negotiation skills.

Nice-to-haves

• Experience with GenAI, LLM security, DSPM, CSPM, SCA, SAST, MLOps, SDLC, or cloud security platforms.
• Channel/partner sales experience (resellers, GSIs, cloud marketplaces).
• Prior success in highly regulated verticals (FSI, Healthcare, Pharma).
• Strong network across East Coast security and tech communities.

We offer a competitive total compensation package (base + uncapped commission + equity).

Benefits include:

• Significant equity grant
• Paid parental leave
• Flexible PTO policy

Why Join Us?

• Be part of a dynamic and passionate team dedicated to revolutionizing the cybersecurity landscape for leading enterprises.
• Enjoy a flexible and inclusive work environment that values creativity, collaboration, and continuous learning.

If you're excited about building secure, enterprise-grade infrastructure for the AI era — and want to shape a category - defining a product from day one — we’d love to hear from you.