Account Executive (West)

Echo; San Francisco (CA); On-site; USD 120,000 - 180,000; Full time

Job summary

Echo is seeking an experienced Account Executive to drive expansion in the cybersecurity market from our San Francisco headquarters. You’ll lead complex, full-cycle sales with global enterprise customers, translating security needs into value-driven outcomes.

You will own the sales cycle from prospecting to closing, build trusted relationships with CISOs and technical leaders, and collaborate with Sales Engineering to run proofs of concept that win business.

Qualifications

• 4+ years of B2B SaaS or cybersecurity sales, enterprise focus.
• Deep understanding of cloud and cybersecurity ecosystems.
• Proven success in full-cycle, complex sales.
• Experience selling to technical and executive stakeholders (CISO, CTO, VP Eng).
• Strong consultative selling and negotiation skills.
• Strategic thinker with operational discipline.
• Thrives in a fast-paced, high-growth startup environment.

Responsibilities

• Own the full sales cycle from prospecting to closing.
• Develop and execute a territory plan to drive revenue growth.
• Engage and build trusted relationships with CISOs, security leaders, and technical stakeholders.
• Conduct detailed discovery to map Echo’s value to customer goals.
• Partner with Sales Engineering to lead technical evaluations and proofs of concept.
• Collaborate with internal teams to align strategies and ensure customer success.
• Maintain accurate pipeline management and forecasting to ensure predictable growth.
• Represent Echo at industry events, conferences, and customer meetings.

Skills

B2B SaaS sales

Cybersecurity sales

Full-cycle sales

Stakeholder engagement

Negotiation

Startup environment

Job description

We’re looking for an experienced Account Executive to join our fast-growing sales team and drive Echo’s expansion in the cybersecurity market. You’ll lead complex, strategic sales cycles with global enterprises.

Responsibilities

• Own the full sales cycle from prospecting and qualification to closing new business.
• Develop and execute a territory plan to drive consistent revenue growth.
• Engage and build trusted relationships with CISOs, security leaders, and technical stakeholders.
• Conduct detailed discovery to understand customer challenges and map Echo’s value to their goals.
• Partner closely with Sales Engineering to lead technical evaluations and proofs of concept.
• Collaborate with internal teams to align strategies and ensure customer success.
• Maintain accurate pipeline management and forecasting to ensure predictable growth.
• Represent Echo at industry events, conferences, and customer meetings.

Requirements

• 4+ years of experience in B2B SaaS or cybersecurity sales, preferably selling to enterprise customers.
• Deep understanding of the cloud and cybersecurity ecosystem and how modern security teams operate.
• Proven track record of success in full-cycle, complex sales processes.
• Experience selling to both technical and executive stakeholders (CISO, CTO, VP Eng, etc.).
• Strong consultative selling and negotiation skills with a focus on value-driven outcomes.
• Strategic thinker with strong operational discipline.
• Comfortable working in a fast-paced, high-growth startup environment.