Enterprise Account Executive - Bay Area

Chainguard; United States; Remote; USD 293,000 - 358,000; Full time

Job summary

Chainguard is seeking an Enterprise Account Executive in the United States to own the full sales cycle with enterprise customers—from prospecting to close—and to help organizations adopt Chainguard’s solutions. You will lead discovery, qualify opportunities, and coordinate with Sales Engineering and Customer Engineering to validate deployments, while ensuring accurate forecasting and achieving revenue targets.

Qualifications

• 3–5+ years selling complex technical products to enterprise organizations.
• Proven track record of building pipeline and closing revenue.
• Experience leading disciplined enterprise sales processes (MEDDPICC).
• Ability to articulate business value to both technical and executive buyers.
• Experience navigating multi-stakeholder buying cycles.
• Strong deal management and forecast discipline.

Responsibilities

• Own the full enterprise sales cycle from prospecting through close.
• Build and manage pipeline within defined enterprise accounts.
• Lead discovery and deal strategy using MEDDPICC.
• Communicate Chainguard’s value to technical stakeholders and executives.
• Coordinate with Sales Engineering and Customer Engineering for evaluations.
• Manage procurement, security reviews, and negotiations.
• Maintain accurate pipeline visibility and forecast.
• Meet or exceed revenue and pipeline targets.

Skills

Enterprise sales

MEDDPICC

Forecasting

Complex deals

Job description

Chainguard is the trusted source for open source. By delivering hardened, secure, and production-ready builds of all the open source software engineers and AI agents rely on, Chainguard helps organizations build faster, stay compliant, and eliminate risk. Our customers include Fortune 500 enterprises and global industry leaders, including Anduril, Canva, Fortinet, Hewlett Packard Enterprise, OpenAI, Snap Inc., and Snowflake. Chainguard is venture-backed by leading investors, including Amplify, IVP, Kleiner Perkins, Lightspeed Venture Partners, Mantis VC, Redpoint Ventures, Sequoia Capital, and Spark Capital.

Enterprise Account Executive

Chainguard is looking for an Enterprise Account Executive to help expand our presence within large organizations. In this role, you’ll own the full sales cycle with enterprise customers—from building pipeline through closing complex deals.

Successful candidates are disciplined in their sales process, strong at developing pipeline, and comfortable navigating complex enterprise buying environments. You’ll work closely with sales leadership, sales engineering, marketing, and customer success to help organizations adopt Chainguard’s solutions and improve how they build and secure software.

What You'll Do

• Own the full enterprise sales cycle from prospecting through close
• Build and manage pipeline within a defined set of enterprise accounts
• Lead discovery, qualification, and deal strategy using frameworks such as MEDDPICC
• Communicate Chainguard’s value to technical stakeholders, security leaders, and executive buyers
• Partner with Sales Engineering and Customer Engineering to support evaluations and technical validation
• Manage complex enterprise sales cycles including procurement, security reviews, and negotiations
• Maintain accurate pipeline visibility and forecasting
• Consistently meet or exceed revenue and pipeline targets

What We're Looking For

• 3-5+ YOE selling complex technical products into enterprise organizations
• A track record of building pipeline and consistently closing revenue
• Comfortable running disciplined enterprise sales processes (MEDDPICC or similar)
• Ability to identify customer pain and sell based on measurable business value
• Experience navigating multi-stakeholder enterprise buying cycles from technical teams to executives
• Strong deal management and forecast discipline across complex opportunities
• Excellent communication, relationship-building, and negotiation skills
• Comfortable operating in fast-growing environments with evolving processes

$325K OTE (50/50)

About Us

We live and breathe our company values:

• We are customer obsessed — We focus on delivering solutions to our customers that create value and make their lives better.
• We have a bias for intentional action — We prioritize, plan, try things, and fail fast.
• We don't take ourselves too seriously (but we do serious work) — We are solving an important problem which takes focus, but we also like to enjoy the journey.
• We trust each other and assu