Founding Account Executive

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

Job summary

Sola Security, Inc. is seeking an experienced Founding Account Executive to own early revenue and shape how we sell in a hands-on, start-up environment. You will run full cycles, build the pipeline, and set the foundation for our sales motion from day one.

The ideal candidate thrives as a 0-to-1 builder, closes complex deals independently, and has a track record of exceeding quota while influencing product and positioning through real customer feedback.

Qualifications

• 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.

Responsibilities

• Lead the full sales cycle - from prospecting and outreach to closing.
• Build and manage your own pipeline (outbound + inbound).
• Hit and exceed your quota.
• Refine ICP, messaging, and positioning through real conversations.
• Analyze pipeline, deals, and outcomes to improve performance.
• Turn insights into a simple, effective sales approach.
• Establish a lightweight sales process and CRM structure.
• Create and evolve core sales materials (playbook, objections, pricing).
• Bring market feedback into product and positioning decisions.

Skills

B2B SaaS sales

Full-cycle selling

Pipeline management

Security buyers

Israel startups experience

Tools

CRM software

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