Account Executive

Pillar; United States; Remote; USD 120,000 - 240,000; Full time

Job summary

Pillar is seeking an Account Executive for North America (East Coast) to win new logos and expand key accounts. You will own the full sales cycle—from territory strategy and pipeline creation to orchestration and close—while partnering with marketing, product, and customer success.

This high-impact hunter role targets selling technical, enterprise-grade security solutions to CISOs and senior leaders, applying MEDDIC/SPICED methodologies and maintaining CRM rigor in fast-paced environments.

Qualifications

• 5–8+ years in enterprise SaaS sales, with cybersecurity / application security exposure.
• Proven track record closing enterprise deals.
• Experience selling to CISOs and senior security/IT leaders in complex organizations.

Responsibilities

• Own the full sales cycle—from territory strategy and pipeline creation to complex deal orchestration and close.
• Collaborate closely with marketing, product, and customer success to scale revenue.
• Engage with CISO, CIO, AppSec, and AI/ML leaders across East Coast enterprises to win and expand logos.

Skills

Enterprise SaaS sales

Closing enterprise deals

Selling to CISOs

MEDDIC / SPICED

CRM discipline

Communication & negotiation

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.

Must-haves

• 5–8+ years in enterprise SaaS sales, with cybersecurity / application security exposure.
• Proven track record closing enterprise deals.
• 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.