Enterprise Account Executive

Trustible; Arlington (VA); On-site; USD 180,000 - 240,000; Full time

Benefits offered by this job

Competitive salary

Equity options

Benefits package

Hybrid work environment

Job summary

Trustible is hiring an Enterprise Account Executive to join the GTM team at an inflection point for AI governance. You will build your own pipeline, own the full sales cycle, and evangelize the opportunity of AI governance within large regulated organizations.

You will interface with executives such as CAIOs, CIOs, CTOs, and General Counsel, navigating complex security and procurement reviews while staying ahead of regulatory shifts. Hybrid/remote options may apply in a fast-paced startup.

Qualifications

• 5+ years in B2B enterprise software sales with a track record of meeting or exceeding quota.
• Experience closing six-figure ACV deals across full sales cycle.
• Proven ability to source pipeline via outbound and engage senior leader buyers.
• Experience navigating security, legal, and procurement reviews in complex deals.

Responsibilities

• Build your own pipeline through outbound efforts into enterprise accounts.
• Own full sales cycle from first conversation to signed contract, including discovery, demo, and negotiation.
• Present to senior leaders (CAIOs, CIOs, CTOs, CPOs, AI governance leads) and tailor messaging for technical/non-technical audiences.
• Provide market feedback to product/marketing/founders on objections, competition, and regulatory shifts.
• Stay current on AI/regulatory landscape to sustain credible conversations with buyers.

Skills

Enterprise software sales

Full-cycle closing

Outbound pipeline generation

Multi-stakeholder deals

Security review/procurement

AI governance knowledge

Job description

Trustible is an AI-native AI governance company. Our platform helps legal, compliance, and AI/ML teams scale their governance programs so their organizations can adopt AI faster, manage risk, and meet regulatory requirements.

We work with Fortune 500s and large, regulated enterprises (ex: financial services, insurance, and healthcare) including Mass General Brigham, Leidos, and Boston Scientific. We are VC-backed by Lookout Ventures, Harlem Capital, InnerLoop Capital, FoundersX, and more, and are growing quickly as AI governance becomes a board-level requirement.

You would join early, work directly with our co-founders, and help build the enterprise sales team. Your pipeline, your deals, and your playbook will shape how we scale.

About the Role

You will be a critical part of Trustible’s GTM team and accelerating growth at an inflection point for Trustible and for the AI governance market. We’re looking for proven Enterprise Account Executives with a track record of over-performance in a hunter & sales closer role. This role requires consultative sales experience to understand the complexities of AI, the policy/regulatory landscape, and organizational change management — and interface with executives (CAIOs, CIOs, CTOs, CPOs, AI Governance Leaders) at large, regulated organizations to evangelize the opportunity of AI Governance within their companies.

Ideal candidates for this role will have a high bias for action, problem solver mentality, and intellectual curiosity to keep pace with the evolving AI and regulatory landscape. Experience in AI, cybersecurity, or selling to a similar ICP is a plus.

Key Responsibilities

• Build your own pipeline. Run outbound into enterprise accounts and work alongside our BDAs to convert and progress a high-volume of qualified opportunities.


• Own the full sales cycle from first conversation to signed contract, including discovery, demo, business case, security and legal review, procurement, and negotiation.


• Present to senior leaders, including Chief AI Officers, CIOs, CROs, General Counsel, and AI governance leads, and adapt the story for technical and non-technical audiences.


• Feed what you hear in the market back to product, marketing, and the founders: objections, competitor moves, and regulatory shifts that affect buying decisions.


• Stay current on evolving AI and regulatory landscape well enough to hold credible conversations with legal and compliance buyers.

Qualifications

• 6+ years of B2B enterprise software sales experience, including full-cycle closing of six-figure ACV deals, with a documented history of meeting or exceeding quota


• A track record of self-sourcing pipeline through outbound and creatively engaging senior leader buyers


• Experience running multi-stakeholder deals through security review, legal, and procurement


• Strong technical acumen, with the ability to understand and clearly communicate complex concepts and value propositions to both technical and non-technical stakeholders


• AI fluency, or a demonstrated ability to get there fast.


• Ability to work independently in a fast-paced, dynamic startup environment

Preferred

• Experience selling into financial services, insurance, or healthcare


• Experience selling AI, GRC, privacy, security, or compliance software

Why Join Trustible?

• You’ll join a super smart, agile team at the intersection of AI and policy supporting one of the fastest-growing segments within the AI ecosystem (AI Governance)


• Work alongside an experienced founding team


• Competitive salary, equity options, and benefits package.


• Hybrid work environment (in-office 2-3 times a week, WFH Mondays and Fridays)