Account Executive - Cybersecurity

Roc Search; San Francisco (CA); On-site; USD 204,000 - 276,000; Full time

Job summary

Roc Search is partnering with a fast-growing B2B SaaS startup to hire an Account Executive. You’ll own a portion of the revenue strategy, work with founders and GTM leadership, and help scale the sales organization.

You will generate leads, manage inbound opportunities, and drive full sales cycles, collaborating with teams to ensure customer success and strong onboarding. High performance and a track record of exceeding quotas are expected.

Qualifications

• 3–7+ years of B2B SaaS sales experience.
• 2+ years closing SaaS deals.
• Cyber or Highly Technical ICP experience.
• Experience managing a full sales cycle from prospecting through close.
• Consistent history of exceeding quota.
• Experience selling to multiple stakeholders and navigating complex buying processes.
• Strong discovery, objection handling, negotiation, and closing skills.
• Excellent communication and presentation skills.

Responsibilities

• Generate leads through cold calling, research, networking, and territory development.
• Manage and convert inbound leads to drive revenue growth.
• Develop and implement full sales cycle strategies for product adoption, net new sales, and client retention at scale.
• Collaborate with internal teams to ensure customer satisfaction and successful onboarding.
• Track and report on sales performance metrics.
• Gather client feedback to inform product improvements and enhancements.
• Chat with potential customers to understand their business challenges and explain how Formal can help protect their data.

Skills

B2B SaaS sales

Closing SaaS deals

Cyber/technical ICP

Full sales cycle

Quota achievement

Multi-stakeholder selling

Discovery/negotiation/closing

Communication/presentation

Job description

Compensation: $240K OTE

About the Role

We're partnering with a fast-growing, venture-backed B2B SaaS startup looking to hire a Account Executive to help accelerate revenue growth. This is an opportunity to join an early-stage company where you'll have significant ownership, work closely with founders and GTM leadership, and play a key role in scaling the sales organization.

What You'll Do

• Generate leads through cold calling, research, networking, and driving your territory
• Manage and convert inbound leads to drive revenue growth
• Develop and implement full sales cycle strategies for driving product adoption, net new product sales, and client retention at scale among existing Formal customers
• Collaborate with internal teams to ensure customer satisfaction and successful onboarding
• Track and report on sales performance metrics
• Gather client feedback to inform product improvements and enhancements
• Chat with potential customers, understand their business challenges, and explain how Formal can make help them protect their sensitive data

What We're Looking For

Required Qualifications

• 3–7+ years of B2B SaaS sales experience.
• 2+ years closing SaaS deals.
• Cyber or Highly Technical ICP
• Experience managing a full sales cycle from prospecting through close.
• Consistent history of exceeding quota.
• Experience selling to multiple stakeholders and navigating complex buying processes.
• Strong discovery, objection handling, negotiation, and closing skills.
• Excellent communication and presentation skills.

Preferred Qualifications

• Experience working at Seed through Series B startups.
• Comfortable building pipeline through outbound prospecting.
• Experience selling technical or workflow software.
• Startup mindset with the ability to operate in ambiguity and move quickly.
• History of promotions, President's Club recognition, or top performer rankings.

What Success Looks Like

• Consistently exceeds quota while maintaining healthy pipeline coverage.
• Builds strong relationships with executive and functional decision-makers.
• Effectively balances inbound opportunities with self-generated pipeline.
• Delivers accurate sales forecasts and maintains CRM hygiene.
• Serves as a trusted advisor throughout the buying process.
• Contributes ideas that improve the sales process and overall GTM strategy.

Compensation:

$240K OTE

Ideal Background

We're particularly interested in candidates who have experience at Seed, Series A, or Series B B2B SaaS startups and are comfortable thriving in high-growth environments. Candidates with experience selling software across industries such as AI, DevTools, Infrastructure, Cybersecurity, HR Tech, FinTech, Data, or Vertical SaaS are encouraged to apply.