Account Executive - TOLA+

Lema Labs, inc.; United States; Sur place; USD 300 000 - 350 000; Plein temps

Avantages offerts par ce poste

OTE 300k-350k

Stock options

Unlimited PTO

401k

Résumé du poste

Lema is seeking an elite, high-velocity Account Executive to join the sales team. You’ll own the full sales cycle from pipeline generation to closing six-figure deals, including leading 30–90 day Proof of Concepts with security stakeholders.

Ideal candidates have 6+ years of B2B sales, 4+ years in AE roles within cybersecurity, and a strong network of enterprise contacts. This Texas-based role offers a high-earning OTE with equity options and a fast-moving GTM motion.

Qualifications

• 6+ years of total B2B sales experience (AE in mid-market/enterprise cybersecurity)
• Post-Series A cybersecurity startup experience
• Proven track record of sourcing your own pipeline and hitting quota
• Robust customer and partner network for success
• Strong technical aptitude to engage highly technical security buyers

Responsabilités

• Hunt and Close: own full sales cycle from pipeline to six-figure deals
• Run the POC Motion: drive technical wins with 30–90 day POCs
• Map Complex Orgs: identify decision-makers and build consensus across influencers
• Build the Engine: create outreach strategies, target lists, and sales collateral
• Qualify Ruthlessly: use discovery to surface true pain points and decide on progression

Connaissances

B2B sales

AE selling B2B cybersecurity

pipeline generation

technical aptitude

network of customers/partners

Outils

CRM (Salesforce)

Description du poste

48% of breaches now come through vendors. Yet most companies still manage vendor risk through certifications and questionnaires, essentially trusting what vendors say about their security. Lema changes that. We analyze every vendor like a vulnerability researcher would: how could an attacker use this vendor to get in, and what could they reach?

We’re turning vendor risk from a paperwork exercise into a true security discipline. Backed by Team8, Salesforce Ventures, and F2, and already trusted by leading enterprises, Lema is entering hypergrowth and tripling our team to build a category-defining platform.

We move fast, with radical ownership, transparency, and high impact.

We are seeking an elite, high-velocity Account Executive to join our 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.

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
• Employee Stock options grant
• Unlimited PTO
• 401k