Account Executive

Mend.io; United States; Hybrid; USD 90,000 - 150,000; Full time

Job summary

Mend.io is seeking an Account Executive to establish a ground-up Midwest presence, driving new ARR and market penetration across Michigan, Minnesota, Illinois, Indiana, Ohio and Wisconsin. You will own prospecting, qualification, negotiation, and close for SMB and mid-market accounts.

The role requires outbound prospecting, territory planning, and collaboration with channels, with opportunities to work remotely or in person as the territory matures.

Qualifications

• Demonstrated outbound prospecting experience in a hands-on role.
• Experience in a market with limited existing pipeline preferred.
• Full-cycle closing ability or readiness to transition into one.
• 2–5 years of total sales experience, ideally in BDR/SDR and closing roles.

Responsibilities

• Own the full new-business sales cycle for SMB and mid-market accounts.
• Handle inbound marketing and event leads for the territory.
• Partner with channel partners to build pipeline and improve win rates.
• Identify and develop greenfield opportunities via outbound prospecting and local market intel, remotely and in person.
• Build and execute a territory plan targeting high-value prospects.
• Drive competitive takeouts and position Mend as the preferred AppSec platform.
• Consistently achieve new-logo ARR targets and pipeline creation goals.

Skills

Outbound prospecting

Full-cycle closing

Midwest-based sales

Territory development

New-logo acquisition

Job description

Why Mend.io

We are redefining how modern organizations secure software from open source and custom code to AI-generated components. As the creators of the first AI Native AppSec Platform, we help global enterprises stay safe, fast, and compliant in an era of AI-driven development. Our platform combines intelligent automation, deep risk visibility, and developer-first experiences, shaping the future of application security.

We are also committed to building a collaborative, empowering workplace. If you are excited about this role but do not meet every requirement, we encourage you to apply. Your perspective could be exactly what we need!

We are seeking an Account Executive to build our presence in the North Central region from the ground up by acquiring new customers, penetrating greenfield accounts and driving net-new ARR across Michigan, Minnesota, Illinois, Indiana, Ohio and Wisconsin. You will be Mend.io's primary on-the-ground presence in a territory with no existing coverage today.

What You'll Do

• Own the full new-business sales cycle for SMB and mid-market accounts in your territory, from prospecting and qualification through negotiation and close.

• Handle inbound marketing and event leads for your territory.

• Partner with channel partners to build pipeline and improve win rates on opportunities.

• Identify and develop greenfield opportunities through outbound prospecting, partner collaboration, and local market intelligence, both remotely and in person.

• Build and execute a territory plan targeting high-value prospects across industries, including qualifying and passing Enterprise-level opportunities to the North Central Enterprise Rep and partnering with them on shared account strategy as your territory matures.

• Drive competitive takeouts and position Mend as the preferred AppSec platform.

• Consistently achieve new-logo ARR targets and pipeline creation goals.

What We're Looking For

• Demonstrated outbound prospecting experience (i.e., cold calls, sequencing, territory development) ideally in a market with limited existing pipeline.

• Based in the Midwest: Chicago, Minneapolis, Detroit, Columbus, or a comparable North Central hub

• Full-cycle closing experience, or clear readiness to transition into one; this role carries a closed ARR quota from month one

• 2-5 years of total sales experience, ideally including time in a BDR/SDR role before moving into a full-cycle closing role

Nice to Have

• Comfortable building a market from scratch, without an established playbook or local team and defining your own daily priorities

• Existing network in the local tech, security or developer tools community

• Experience selling SCA or AppSec platforms (i.e., Snyk, Veracode, Checkmarx, GitHub Advanced Security)

• Familiarity with CI/CD ecosystems (GitHub, GitLab, Jenkins, Azure DevOps, Bitbucket)

Our Culture

At Mend.io, we are leading the way in securing AI-powered applications, and we believe the best innovations come from teams where everyone feels valued. We are committed to a workplace built on respect, trust, and growth, where learning and flexibility empower people to do their best work.