Founding Account Executive

Sola Security, Inc.; Massachusetts; Hybrid; USD 120,000 - 180,000; Full time

Job summary

Sola Security, Inc. is seeking a Founding Account Executive to own early sales efforts and lay the foundations of our outbound motion. This hands-on role is built for an individual contributor who can operate independently in a fast-growing startup environment.

You will own the full sales cycle from prospecting to closing, refine ICP and messaging, and establish scalable processes with CRM and core sales materials. Your work will shape GTM from day one.

Qualifications

• 5+ years of B2B SaaS sales experience.
• Proven track record meeting or exceeding quota.
• Experience selling to security teams is a plus.
• Strong independent working style in early-stage environments.

Responsibilities

• Lead the full sales cycle - from prospecting and outreach to closing.
• Build and manage your pipeline (outbound + inbound).
• Hit and exceed your quota.
• Refine ICP, messaging, and positioning through real conversations.
• Turn insights into a simple, effective sales approach.

Skills

B2B SaaS sales

Full sales cycle

Quota attainment

CRM proficiency

Early-stage startup

Tools

CRM systems

Job description

We are looking for an experienced, hands-on Founding Account Executive to take ownership of our early sales efforts and help build the foundations of our sales motion from the ground up.

As the first sales hire, you will be responsible for both generating revenue and shaping how we sell. This is a highly execution-focused role for someone who knows how to operate independently in an early-stage environment.

The ideal candidate is a 0-to-1 builder who thrives in early-stage environments and knows how to create structure while executing. A strong individual contributor with full ownership of the sales cycle, from prospecting to closing complex deals. A full-stack seller who combines hands-on execution with a data-driven, disciplined approach to improving performance. Resilient and resourceful, with the ability to navigate ambiguity and maintain momentum in a fast-moving environment.

What You’ll Do:

Own revenue from day one

• Lead the full sales cycle - from prospecting and outreach to closing
• Build and manage your own pipeline (outbound + inbound)
• Hit and exceed your quota

Figure out what works - and make it repeatable

• Refine ICP, messaging, and positioning through real conversations
• Analyze pipeline, deals, and outcomes to improve performance
• Turn insights into a simple, effective sales approach

Build the foundation as you go

• Establish a lightweight sales process and CRM structure
• Create and evolve core sales materials (playbook, objections, pricing)

Be the voice of the customer

• Bring market feedback into product and positioning decisions

What You Bring

• 5+ years of B2B SaaS and Cloud sales experience,
• Experience in early-stage Israeli startups as a first/early sales hire
• Proven track record of meeting and exceeding quota
• Ability to run full sales cycles and close complex deals independently
• Comfortable operating hands-on across prospecting, CRM, and deal execution
• Experience selling to security teams with an ability to engage technical/security stakeholders