Commercial Sales Executive

Empirical Security; Chicago (IL); On-site; USD 90,000 - 150,000; Full time

Job summary

Empirical Security is seeking a Commercial Sales Executive to own a territory of commercial accounts, prospect and close deals in a high-velocity B2B software environment serving IT and security leaders.

You will deliver demos, work with a sales engineer, and forecast in HubSpot while maintaining a tight, weeks-long sales cycle. This role suits a self-starter who can build pipeline without a large deal team.

Qualifications

• 2+ years of full-cycle B2B software sales experience.
• Experience selling into IT or security leaders.
• Ability to run cycles without large deal teams.
• Strong prospecting and pipeline-building skills.
• Ability to discuss vulnerability management concepts.

Responsibilities

• Own a book of commercial accounts end-to-end, from prospecting through close.
• Run tight sales cycles measured in weeks.
• Prospect actively into your territory and build your own pipeline.
• Deliver crisp demos and coordinate with a sales engineer.
• Sell to security directors, VPs of IT, and heads of vulnerability management.
• Forecast accurately in HubSpot and keep a clean pipeline.
• Provide feedback to marketing and product to improve the next chair.

Skills

B2B software sales

Full-cycle selling

Territory management

Prospecting

Demos

Tools

HubSpot

Job description

Commercial Sales Executive

Empirical Security is a quantum leap forward in exposure management, building custom models at scale to help organizations predict and prioritize the threats most likely to endanger them. Enterprises can no longer keep up with the flood of potential exploits caused by the AI era; only Empirical gives resource-strapped security teams the predictive capabilities to punch way above their weight class.

We're looking for a dedicated, experienced, and basically brilliant Commercial Sales Executive to bring Empirical to the mid-market. You'll own a territory of commercial accounts, running a high-velocity sales motion into security and IT leaders at companies that need enterprise-grade prioritization without an enterprise-grade timeline. This is the seat for someone who can close ten deals in the time an enterprise rep closes one, and enjoys the pace.

What you'll do:

• Own a book of commercial accounts end-to-end, from prospecting through close, carrying a quota that reflects a high-volume motion.

• Run tight, disciplined sales cycles measured in weeks rather than quarters, with clear next steps and honest qualification at every stage.

• Prospect actively into your territory. Inbound will help, but the reps who win here build their own pipeline and do not wait for marketing to hand them one.

• Deliver crisp demos of Empirical Global against a prospect's real CVE list, and know when to pull in a sales engineer for the deeper technical dive.

• Sell to security directors, VPs of IT, and heads of vulnerability management at companies that often wear five hats each, so respect their time.

• Forecast accurately in HubSpot and keep an honest pipeline. In a high-velocity motion, a dirty forecast breaks the whole model.

• Feed customer objections and competitive signal back to marketing and product, so the next rep in the seat has an easier time than you did.

You would be an excellent candidate if…

• You have two or more years of full-cycle B2B software sales experience, ideally selling into IT or security, and you have consistently exceeded quota.

• You are comfortable running a sales cycle without a large deal team behind you, and you know when to bring in help versus when to close the deal yourself.

• You can hold a technical conversation about vulnerability management, EPSS, or CVSS well enough to earn a second meeting, and you are willing to get sharper.

• You have run outbound prospecting that actually generated pipeline, and you can talk about your sequences, your response rates, and what changed when things stopped working.

• You are metrics-driven in a real way, meaning you track your own activity and pipeline math without being told to.

• You have worked at a smaller startup, or you are genuinely excited about what it takes to help a phenomenal one grow.

Extra credit if:

• You have sold vulnerability management, exposure management, or adjacent security tooling into commercial accounts.

• You have experience selling to buyers in regulated commercial segments such as regional banks, credit unions, or mid-market healthcare.

• You have graduated from an SDR or BDR role into full-cycle closing, and you still remember what it took to build the top of the funnel yourself.

A Final Word

Don't check off every box in the requirements listed above? Please throw your hat in the ring anyway. Studies have shown that marginalized communities, such as women, LGBTQ+ people, and people of color, are less likely to apply to jobs unless they meet every single qualification. Empirical Security is dedicated to building an inclusive, diverse, equitable, and accessible workplace that fosters a sense of belonging, so if you're excited about this role but your past experience doesn't align perfectly with every qualification in the job description, we encourage you to still consider submitting an application. You may be just the right candidate for this role, or for another one of our openings.