Account Executive

Lema AI; United States; Remoto; USD 300.000 - 350.000; Tempo pieno

Vantaggi offerti da questo lavoro

Stock options grant

Unlimited PTO

401k

Health Benefits

Descrizione del lavoro

Lema AI is hiring a Senior Account Executive to own the full sales cycle from hunting to closing mid-market and enterprise cybersecurity accounts. You will run technical proofs of concept, map complex organizations, and shape the GTM strategy with the founder and technical team.

You are an elite hunter with 6+ years of B2B sales, a background in security tech, and a proven pipeline creator with quota attainment. This remote US role requires proximity to major Texas metros or other large markets.

Competenze

• 6+ years of total B2B sales experience.
• Post-Series A cybersecurity startup experience.
• Proven ability to source own pipeline and hit quota.
• Strong technical aptitude for security buyers.

Mansioni

• Hunt and Close: own full sales cycle from pipeline to six‑figure deals.
• Run the POC motion: drive technical wins with 30–90 day proofs of concept.
• Map complex orgs: identify decision makers and build consensus.
• Build the engine: create outreach strategies, target lists, collateral.
• Qualify ruthlessly: discover pain points and decide when to proceed.

Conoscenze

B2B sales

Cybersecurity sales

Pipeline development

Enterprise sales

Descrizione del lavoro

Location: United State - Remote (US)

Experience Level: Senior

Description

We are

48% of breaches now come through vendors. Yet most companies still manage vendor risk through certifications and questionnaires, essentially trusting what vendors say about their security. Lema changes that. We analyze every vendor like a vulnerability researcher would: how could an attacker use this vendor to get in, and what could they reach?

We’re turning vendor risk from a paperwork exercise into a true security discipline. Backed by Team8, Salesforce Ventures, and F2, and already trusted by leading enterprises, Lema is entering hypergrowth and tripling our team to build a category-defining platform.

We move fast, with radical ownership, transparency, and high impact.

More about Lema:

• Lema.ai website
• Business Insider - Cybersecurity startup Lema has come out of stealth to raise $24 million
• Team8 - Why We Invested In Lema

The Opportunity

We are seeking an elite, high-velocity Account Executive to join our sales team. Reporting directly to the VP of Sales, you will focus on hunting and closing mid-market (1K-10K employee) and enterprise (10K+) accounts.

This is not a role for someone who wants to inherit a perfect system. You will be actively contributing to our broader go-to-market efforts-from iterating on the playbook and shaping ROI business cases to generating new sales collateral.

What You’ll Do

• Hunt and Close: Own the full sales cycle from proactive pipeline generation to six-figure deal closure.
• Run the POC Motion: Drive technical wins by understanding core cybersecurity concepts, managing technical stakeholders, and executing tight 30-90 day Proof of Concepts.
• Map Complex Orgs: Navigate enterprise accounts, identify key decision-makers (CISOs, CIOs, Head of Risk), and build consensus across multiple influencers.
• Build the Engine: Act as a self-starter who is comfortable with ambiguity; create your own outreach strategies, target lists, and sales collateral.
• Qualify Ruthlessly: Use discovery to uncover true pain points and exercise sharp judgment on when to push forward, pivot, or disqualify an opportunity.

Requirements

What You Bring

• 6+ years of total B2B sales experience, with at least 4+ years specifically as an AE selling B2B mid-market or enterprise cybersecurity.
• Post-Series A cybersecurity startup experience. You know what it takes to build the plane while flying it.
• A proven track record of sourcing your own pipeline and hitting quota without relying entirely on inbound marketing.
• A robust customer and partner network, that will act as a spring board for success.
• Strong technical aptitude to hold credibility—the "challenger" approach, with highly technical security buyers.
• Ideal candidate located in one of the major metro areas in Texas

Who You Are

• Unrelenting Hunter: You are persistent in prospecting and do not get discouraged by rejection.
• Scrappy & Resourceful: You make a big impact with lean resources and have the hustle to try different channels until you get traction.
• Tactful Operator: You are highly skilled in navigating sensitive stakeholder discussions and complex negotiations.
• Smart & Intuitive: You are quick on your feet, can grasp technical nuances, and instantly adapt your messaging to the room.
• Location: Ideal candidate located in one of the major metro areas in Texas

Why Lema

This is an opportunity to solve the largest persisting problem in cybersecurity at the exact moment product-market fit is proven and scale begins. You’ll have ownership to help shape the GTM engine and partner directly with a visionary founder and deeply technical team tackling one of enterprise security’s hardest problems. Lema AI is changing the face of TPRM and adapting it to the reality of the modern vendor ecosystem.

Compensation & Benefits:

• Compensation Structure: $300K-$350K OTE (50/50 split) - based on experience
• Employee Stock options grant
• Unlimited PTO
• 401k
• Health Benefits