Account Executive - TOLA+

Lema AI

Texas City (TX)

On-site

USD 300,000 - 350,000

Full time

14 days+

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Benefits offered by this job

Stock options

Unlimited PTO

Health benefits

401k

Job summary

Lema AI is seeking an elite Account Executive to join our founding sales team in Texas. You will hunt and close mid-market and enterprise accounts, drive technical wins through POCs, and shape our go-to-market with hands-on creation of outreach strategies and collateral.

You will need a proven track record of sourcing your own pipeline, hitting quota, and navigating complex stakeholder networks, especially within cybersecurity. Join a fast-growing startup redefining vendor risk management.

Qualifications

6+ years of total B2B sales experience, with 4+ years in AE selling B2B mid-market or enterprise cybersecurity.
Post-Series A cybersecurity startup experience.
Proven track record of sourcing your own pipeline and hitting quota without relying on inbound marketing.
Robust customer and partner network as a springboard for success.

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 understanding core cybersecurity concepts and managing technical stakeholders.
Map Complex Orgs: Navigate enterprise accounts and identify key decision-makers (CISOs, CIOs, Head of Risk).
Build the Engine: Create outreach strategies, target lists, and sales collateral with minimal oversight.
Qualify Ruthlessly: Use discovery to uncover true pain points and decide when to pivot or disqualify an opportunity.

Skills

B2B sales

Enterprise cybersecurity

Pipeline generation

Job description

About Lema.AI

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.

About Lema.AI

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

More About Lema

Lema.ai website
Business Insider - Cybersecurity startup Lema has come out of stealth to raise $24 million
Team8 - Why We Invested In Lema

About The TPRM Market

McKinsey - nearly one-third of recent cyber breaches originated from third parties
Hitch Partners - Third-party risk dominates security priorities, with AI-enhanced attacks and cloud misconfigurations completing the top three concerns.

The Opportunity

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 & Benefits