Account Executive, Commercial West

Hypori; United States; Remote; USD 300,000 - 350,000; Full time

Benefits offered by this job

Medical, dental, and vision insurance

401(k) with employer match

Performance bonus and equity

Job summary

Hypori, Inc. is seeking an Account Executive to own net-new enterprise revenue across the West territory, selling to CISOs, CIOs, and compliance leaders in regulated industries.

You will prospect directly and with partners, driving to signature on six- and seven-figure, multi-year deals and expanding within large commercial accounts. You will manage MEDDPICC-based discovery, quantify value for customers, and coordinate multi-functional teams to navigate procurement, security reviews, and legal.

Qualifications

• 3-5 years of quota-carrying cybersecurity sales experience.
• Proven track record selling to CISOs, CIOs, and security leaders.
• Experience with MEDDPICC/MEDDIC and multi-stakeholder deals.
• Strong Salesforce usage and pipeline hygiene.

Responsibilities

• Build and execute a territory plan across named enterprise accounts.
• Generate pipeline through outbound, events, partners, and network into senior security leaders.
• Coordinate with security, IT, procurement, and legal teams to advance deals.
• Lead MEDDPICC discovery and quantify value in buyer terms.
• Drive security reviews and procurement to signature on multi-year deals.
• Land and expand across business units and contractor populations.

Skills

Cybersecurity sales

CISO/CIO engagement

MEDDPICC

Sales forecasting

Territory planning

Tools

Salesforce

Job description

Hypori, Inc. is a high-growth cybersecurity SaaS company transforming how organizations think about secure mobility. Our virtual workspace platform enables users to access enterprise apps an d d ata from a ny mobile device—with zero data on the endpoint and total personal privacy. Backed by $55M in funding from investors including UBS, AE Industrial Partners, Hale Capital Partners, and GreatPoint Ventures, Hypori is expanding into new commercial and regulated markets. Learn more at hypori.com.

Hypori is looking for a hunter-minded Account Executive to join our growing commercial sales team. You will own net-new enterprise revenue across the West territory, selling to CISOs, CIOs, and compliance leaders at large commercial enterprises in the Defense Industrial Base, financial services, and healthcare, both directly and with partners. You will report to the VP of Commercial Sales.

Regulated enterprises have an endpoint problem that MDM does not solve, and CMMC 2.0 Level 2 is now a contract requirement across the Defense Industrial Base. Hypori removes the endpoint from scope, and it is proven at scale: more than 95,000 Department of War users are on the platform today, and we hold IL5, FedRAMP High, NIAP Common Criteria, NSA CSfC, CMMC 2.0 Level 2, SOC 2 Type II, and HIPAA, so the security review is a strength rather than a hurdle. The commercial enterprise motion is early, and the person in this seat helps define it.

Responsibilities

• Build and run a territory plan across named enterprise accounts
• Generate most of your own pipeline through outbound, events, partners, and your network, prospecting into CISO, CIO, and compliance leaders
• Multi-thread across security, IT, procurement, legal, and the business units that own contractor and BYOD access
• Understand the why first: why change, why now, why Hypori, and why not the status quo. No clear why, no deal
• Run rigorous MEDDPICC discovery on every opportunity
• Quantify value in the buyer’s terms: scope reduction, assessment exposure, device and VDI cost avoidance, data loss risk, and BYOD privacy
• Qualify out early, hold to stage exit criteria, and forecast accurately in Salesforce
• Lead proof-of-value engagements with solution engineers against agreed success criteria, and build mutual action plans with your champion
• Drive security reviews, procurement, and negotiation to signature on 6- and 7-figure multi-year deals
• Land and expand across business units, contractor populations, and supply chains

Qualifications

• 3-5 years of quota-carrying cybersecurity sales
• Consistent attainment against a $700K - $1M+ annual new business ARR quota
• Experience selling to CISOs, CIOs, or senior IT and security leaders
• MEDDPICC or MEDDIC experience. Be ready to walk through a deal you won and a deal you lost
• A track record of closing complex, multi-stakeholder deals with 6-12 month sales cycles
• Strong Salesforce and pipeline hygiene
• Location: Austin, Texas or the West Coast, supporting clients across the Central, Mountain, and Pacific time zones, with travel up to 40 percent to customer sites and events

Who You Are

• Speed: You move with urgency and get things done today, not next week
• Focus: You spend your time on the deals and accounts that matter
• Extreme ownership: Your number, your territory, your outcomes. No excuses
• Accountability: You do what you say, when you say. You flag slips early
• Coachability: You ask for feedback, act on it, and get better
• Humility: You know what you don’t know, and you say so
• Creativity: You find new ways into accounts and new ways to move stuck deals

Preferred Attributes

• Technical credibility: The bar is credibility with a CISO before a solution engineer joins the call. You don’t need all of the technical knowledge below on day one, but you need to get there fast
• Regulated industries: HIPAA, FFIEC and SEC expectations, SOC 2, and third-party risk management
• Compliance frameworks: Working knowledge of CMMC 2.0 and NIST SP 800-171, or the ability to learn fast. We’ll train you on the specifics
• Identity and integration: SSO, SAML, conditional access, Entra ID, Okta, and SIEM integration
• DIB selling experience, or working knowledge of CMMC 2.0, NIST SP 800-171, and DFARS
• Relationships with security leaders at defense contractors, banks, or health systems
• Military service or Department of War civilian experience

About Us

Compensation: $300,000 - $350,000 on-target earnings, split 50/50 between base salary and variable compensation (commensurate with experience). Variable compensation is uncapped, with accelerators above 100 percent attainment, and the role includes equity. Quota is based on annual net-new ARR, with multi-year and expansion bookings credited per plan.

About Us

• Hypori Inc. provides a generous benefits package for full-time employees that includes medical, dental, and vision insurance, parental leave, and life and disability packages.
• 401(k) plan with employer-matching contributions that vest starting from your first day of employment.

In addition to the base compensation, Hypori also offers a performance bonus, which is primarily contingent upon company-wide performance. We are dedicated to investing in the tools and skills required to be strong, collaborative colleagues and people managers to help build and retain a strong workforce.

Hypori is an Equal Employment and Affidative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, genetic information, disability, veteran status, or any other characteristic protected by law.

At Hypori, we are committed to creating and promoting an inclusive workplace that embraces differences and perspectives – making us a stronger, more successful company. In doing so, we are committed to providing reasonable accommodation to applicants with disabilities where appropriate. Applicants requiring reasonable accommodation for any part of the application or hiring process should contact [e-mail] for assistance.