Enterprise AE at Chainguard – Cybersecurity Sales Career

Chainguard; EE. UU.; A distancia; USD 200.000 - 300.000; Jornada completa

Ventajas ofrecidas por este puesto de trabajo

Stock options with 10-year exercise

Remote-first culture

Unlimited PTO

Strong equity upside

Descripción de la vacante

Chainguard is a trusted source for open source security, delivering hardened, secure, and production-ready builds used by Fortune 500 enterprises and global leaders. The Enterprise Account Executive will expand Chainguard’s footprint in large organizations, owning the full sales cycle from pipeline development to closing multi-stakeholder deals.

The role requires 3–5+ years selling complex technical products into enterprise accounts, with a proven ability to build pipeline and close revenue.

Formación

• 3–5+ years selling complex technical products into enterprise organizations.
• Proven track record of building your own pipeline and closing revenue.
• Fluency in a disciplined enterprise sales methodology (MEDDPICC or similar).
• Ability to identify customer pains and sell on measurable business value.

Responsabilidades

• Own the full enterprise sales cycle, from prospecting through close.
• Build and manage pipeline across a defined set of enterprise accounts.
• Lead discovery, qualification, and deal strategy using MEDDPICC or similar framework.
• Communicate Chainguard's value to technical stakeholders, security leaders, and executive buyers.
• Partner with Sales Engineering and Customer Engineering to run technical evaluations and validation.
• Manage complex sales cycles including procurement, security review, and negotiation.
• Maintain accurate pipeline visibility and forecasting; meet or exceed targets.

Conocimientos

MEDDPICC mastery

Multi-stakeholder navigation

Complex deal management

Selling into Fortune 500

Descripción del empleo

Enterprise AE at Chainguard – Cybersecurity Sales Career — Remote

High-Growth Cybersecurity Startup — Strong Career Signal: Chainguard is backed by Sequoia, Kleiner Perkins, and Lightspeed — a tier-1 investor lineup that signals serious growth trajectory. Joining at this stage as an Enterprise AE means significant upside potential through stock options, with a notably generous 10-year exercise window that dramatically reduces risk compared to the standard 90-day cliff.

Market Demand: Supply chain security and open-source software hardening are among the hottest segments in cybersecurity right now, driven by high-profile incidents (SolarWinds, Log4Shell). Closing deals in this space builds a highly transferable and in-demand sales resume for future roles at CrowdStrike, Snyk, or similar security leaders.

Skills You'll Develop:

• MEDDPICC mastery — the gold standard enterprise sales methodology, valued across SaaS and security companies


• Multi-stakeholder navigation across technical, security, and C-suite buyers


• Complex deal management including procurement and security review cycles


• Selling into Fortune 500 accounts (logos like OpenAI and Snowflake validate the customer quality)

Compensation Context: No OTE is listed, but Enterprise AE roles at VC-backed cybersecurity startups of this profile typically range $200K–$300K+ OTE (50/50 split), with strong equity upside at this growth stage. That said, the absence of a posted range is a mild yellow flag — clarify OTE structure early in the interview process.

Work-Life Balance Signals: Unlimited PTO and remote-first culture are positive indicators, though enterprise sales quotas and pipeline pressure inherently create performance intensity. This is better suited to self-motivated, results-driven professionals than those seeking a relaxed pace.

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.

The role, in a nutshell:

Chainguard is looking for an Enterprise Account Executive to expand our footprint within large organizations. You'll own the full sales cycle with enterprise customers — from building pipeline to closing complex, multi-stakeholder deals — and help some of the world's biggest companies build and secure software the right way.

The best candidates run a disciplined sales process, generate their own pipeline, and are comfortable navigating long enterprise buying cycles involving technical, security, and executive stakeholders. You'll partner closely with Sales Engineering, Customer Engineering, and Marketing to drive evaluations forward and win.

What You'll Do

• Own the full enterprise sales cycle, from prospecting through close


• Build and manage pipeline across a defined set of enterprise accounts


• Lead discovery, qualification, and deal strategy using frameworks like MEDDPICC


• Communicate Chainguard's value to technical stakeholders, security leaders, and executive buyers


• Partner with Sales Engineering and Customer Engineering to run technical evaluations and validation


• Manage complex sales cycles, including procurement, security review, and negotiation


• Maintain accurate pipeline visibility and forecasting


• Consistently meet or exceed revenue and pipeline targets

What We're Looking For

• 3–5+ years selling complex technical products into enterprise organizations


• A track record of building your own pipeline and consistently closing revenue


• Fluency in a disciplined enterprise sales methodology (MEDDPICC or similar)


• Skill identifying customer pain and selling on measurable business value


• Experience navigating multi-stakeholder enterprise buying cycles, from technical teams to executives


• Strong deal management and forecast discipline across complex, concurrent opportunities


• Excellent communication, relationship-building, and negotiation skills


• Comfort operating in a fast-growing environment with evolving processes

About Us

We live and breathe our company values:

• Customer obsessed: We focus on delivering solutions to our customers that create value and make their lives better.


• 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 assume good intentions: We're transparent with decisions to empower team members to make well informed decisions.

A few of the benefits we offer:

• Flexible & Remote-First Culture: Work remotely with team meetup opportunities, bi-annual destination summits, and a monthly stipend for coworking spaces, phone and internet costs.


• Our Approach to Equity: Receive stock options upon hire and promotion. Plus, you can participate in secondary offerings and have 10 years to exercise your options (yes, you read that correctly: 10 years!).


• 100% Covered Health Insurance: We cover 100% of your health, vision and dental insurance premiums for you and your dependents. Nothing comes out of your paycheck.


• Unlimited Flexible Time Off: Take the time you need – to do our best work, we need to recharge and reset.


• 18 Weeks Paid Parental Leave: We offer 18 weeks for birthing parents and 12 weeks for non-birthing parents, with the option to use it all at once or throughout your child's first year.

Chainguard is an equal opportunity employer. We do not discriminate based upon race, religion, color, national origin, sex (including pregnancy, childbirth, reproductive health decisions, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, genetic information, political views or activity, or other applicable legally protected characteristics. We also consider qualified applicants with criminal histories, consistent with applicable federal, state and local law.

Is this Enterprise Account Executive role fully remote? Yes, Chainguard operates a remote-first culture. The role includes a monthly stipend for coworking spaces, phone, and internet costs, plus bi-annual destination summits for in-person team gatherings. What sales methodology does Chainguard use? Chainguard uses MEDDPICC (or similar disciplined enterprise sales frameworks) for discovery, qualification, and deal strategy. Candidates with fluency in MEDDPICC are strongly preferred. How much experience is required for this role? Chainguard is looking for candidates with 3–5+ years of experience selling complex technical products into enterprise organizations, with a demonstrated track record of building pipeline and closing revenue. What is the equity and stock option policy at Chainguard? Employees receive stock options upon hire and promotion, can participate in secondary offerings, and have an unusually generous 10-year window to exercise their options. Does Chainguard cover health insurance costs? Yes, Chainguard covers 100% of health, vision, and dental insurance premiums for employees and their dependents, with nothing deducted from your paycheck.

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