Account Executive - TOLA+

Lema AI; New York (NY); On-site; USD 300,000 - 350,000; Full time

Job summary

Lema AI seeks an elite Account Executive to join our founding sales team in New York. You will own the full sales cycle from proactive pipeline generation to six-figure closes, targeting mid-market and enterprise accounts.

This role demands a strong hunter mindset and a proven ability to source your own pipeline. Reporting to the VP of Sales, you will run 30-90 day Proof of Concepts, map complex organizations (CISOs, CIOs, Heads of Risk), and develop ROI-driven business cases while shaping our

Qualifications

• 6+ years of total B2B sales experience.
• 4+ years specifically as an AE selling B2B mid-market or enterprise cybersecurity.
• Proven track record of sourcing your own pipeline and hitting quota.

Responsibilities

• Hunt and close: own the full sales cycle from proactive pipeline generation to six-figure deal closure.
• Run the POC motion: drive technical wins by managing technical stakeholders and executing 30-90 day Proof of Concepts.
• Map complex orgs: navigate enterprise accounts and identify keyDecision-makers and build consensus.
• Build the engine: create outreach strategies, target lists, and sales collateral.
• Qualify ruthlessly: use discovery to uncover true pain points and decide on next steps.

Skills

6+ years B2B sales

4+ years as AE in cybersecurity

Pipeline generation

Account management

Job description

Lema.AI is a well-funded, emerging cybersecurity startup based in New York and Tel Aviv, building the first risk engineering platform, turning TPRM analysts from checkbox compliance analysts into risk engineers that save the business. Backed by Team8, Salesforce and F2, and led by proven founders, Lema is redefining how enterprises understand and secure their vendor ecosystem.

Lema is already revenue-generating with dozens of enterprise customers including fortune 500 companies.

We are seeking an elite, high-velocity Account Executive to join our founding sales team. Reporting directly to the VP of Sales, you will focus on hunting and closing mid-market (1K-10K employee) and enterprise (10K+) accounts.

This is not a role for someone who wants to inherit a perfect system. You will be actively contributing to our broader go-to-market efforts-from iterating on the playbook and shaping ROI business cases to generating new sales collateral.

What You'll Do

• Hunt and Close: Own the full sales cycle from proactive pipeline generation to six-figure deal closure.
• Run the POC Motion: Drive technical wins by understanding core cybersecurity concepts, managing technical stakeholders, and executing tight 30-90 day Proof of Concepts.
• Map Complex Orgs: Navigate enterprise accounts, identify key decision-makers (CISOs, CIOs, Head of Risk), and build consensus across multiple influencers.
• Build the Engine: Act as a self-starter who is comfortable with ambiguity; create your own outreach strategies, target lists, and sales collateral.
• Qualify Ruthlessly: Use discovery to uncover true pain points and exercise sharp judgment on when to push forward, pivot, or disqualify an opportunity.

Requirements

What You Bring

• 6+ years of total B2B sales experience, with at least 4+ years specifically as an AE selling B2B mid-market or enterprise cybersecurity.
• Post-Series A cybersecurity startup experience. You know what it takes to build the plane while flying it.
• A proven track record of sourcing your own pipeline and hitting quota without relying entirely on inbound marketing.
• A robust customer and partner network, that will act as a spring board for success.
• Strong technical aptitude to hold credibility—the "challenger" approach, with highly technical security buyers.
• Ideal candidate located in one of the major metro areas in Texas

Who You Are

• Unrelenting Hunter: You are persistent in prospecting and do not get discouraged by rejection.
• Scrappy & Resourceful: You make a big impact with lean resources and have the hustle to try different channels until you get traction.
• Tactful Operator: You are highly skilled in navigating sensitive stakeholder discussions and complex negotiations.
• Smart & Intuitive: You are quick on your feet, can grasp technical nuances, and instantly adapt your messaging to the room.
• Location: Ideal candidate located in one of the major metro areas in Texas

Why Lema

This is an opportunity to solve the largest persisting problem in cybersecurity at the exact moment product-market fit is proven and scale begins. You’ll have ownership to help shape the GTM engine and partner directly with a visionary founder and deeply technical team tackling one of enterprise security’s hardest problems. Lema AI is changing the face of TPRM and adapting it to the reality of the modern vendor ecosystem.

• Compensation Structure: $300K-$350K OTE (50/50 split) - based on experience