Account Executive (Mid-Atlantic)

present of AI; United States; Remote; USD 120,000 - 220,000; Full time

Job summary

Glow is seeking a full cycle enterprise sales professional in the United States. You will build your own pipeline via outbound outreach and partner programs, then manage long, multi-stakeholder deals with security and IT leaders to close.

A successful candidate will bring cybersecurity or enterprise software selling experience, a proven track record of hitting targets, and comfort working with sales engineers on demos and proofs of value.

Qualifications

• Proven cybersecurity or enterprise software sales track record.
• Historically hit targets and quotas.
• Comfort collaborating with sales engineers on demos and value proofs.

Responsibilities

• Own full sales cycle from prospecting to close in a defined region.
• Build own pipeline through outbound outreach and partner programs.
• Lead multi-stakeholder deals with security and IT leaders to close.
• Collaborate with sales engineers for demos and proofs of value.

Skills

Cybersecurity sales

Enterprise software sales

Target achievement

Sales engineering collaboration

MEDDPICC experience

Tools

CRM

Forecasting tools

Job description

This is a full cycle enterprise sales role focused on landing new accounts in a defined region. The person needs to build their own pipeline through outbound work and partners, then run long multi stakeholder deals with security and IT leaders to close. A strong candidate brings years of cybersecurity or enterprise software selling, a record of hitting targets, and comfort working with sales engineers on demos and proof of value.

How it fits the AI era

Glow sells software that uses AI agents to find and fix issues on endpoints, so the product itself is built around automation. The seller still has to earn trust with security leaders, understand their risk priorities, and translate a technical tool into a business case. Discovery, relationship building, and navigating complex buying groups stay human, while routine research and pipeline admin can lean on AI tools.

How it builds AI experience

Selling an agentic security platform gives direct exposure to how AI agents are adopted inside security teams and what concerns buyers raise. A candidate can build this by learning endpoint and security operations basics and by getting fluent in how autonomous remediation is evaluated and governed. Practicing with CRM and forecasting tools that use AI would also help.

Worth showing

• Cybersecurity enterprise sales record
• CISO and CIO relationships
• MEDDPICC or similar frameworks

This is our own read, written from the employer's posting and the company's Spotlight. The employer's posting is the source of truth for the role.

About Glow

Glow is an endpoint security company that uses AI agents to discover and control everything running on enterprise endpoints, per the company.