Founding Account Executive — Build the Sales Engine Remote

CipherData; Bellevue (WA); Remote; USD 180,000 - 240,000; Full time

Job summary

CipherData is seeking a founding Account Executive to own revenue end-to-end in the United States, with full autonomy to shape the go-to-market and drive early success. You will lead from first outreach to closing and expansion, building the function alongside the CEO and the founding team in a remote-capable, founder-led setup.

You will craft the sales motion, assess segments, and define success criteria with customers, while collaborating with security and product engineers to deliver

Qualifications

• 5+ years of quota-carrying, full-cycle B2B software sales — prospecting through close — including direct experience selling cybersecurity products to SOC and CISO buyers.
• A consistent record of meeting or exceeding quota, with numbers you can speak to in detail — including deals you sourced yourself.
• Experience personally closing six-figure ACV deals involving multiple stakeholders and a formal security and procurement review.

Responsibilities

• Own your number: Carry and deliver a quota across new logos and expansion, with full ownership of forecast accuracy.
• Build the territory from scratch: Define segmentation, target accounts, and entry points for your territory.
• Run technical evaluations: Lead POVs alongside our security, AI, and product engineers — agree success criteria with the customer up front, then hold the evaluation to them.
• Navigate the enterprise sale: Drive multi-stakeholder deals from SOC practitioner to CISO, through procurement, security review, and privacy and data-handling diligence.
• Land and expand: Land the first use case, then grow the account through usage, additional data sources, and the move from AIDR Core to AIDR 360.
• Build the partner ecosystem: Develop MSSP, reseller, and cloud marketplace relationships that give your territory leverage beyond what you can close directly.
• Build the sales system: Stand up CRM hygiene, stage definitions, qualification criteria, and the first version of the sales playbook.
• Close the loop with product: Bring field signals — losses, objections, missing capability — back to the team with specificity to act on.

Skills

B2B software sales

Quota attainment

ACV closing

SOC/CISO fluency

Full-cycle sales

Job description

CipherData is seeking a founding Account Executive to own revenue end-to-end in the United States, with full autonomy to shape the go-to-market and drive early success. You will lead from first outreach to closing and expansion, building the function alongside the CEO and the founding team in a remote-capable, founder-led setup.

You will craft the sales motion, assess segments, and define success criteria with customers, while collaborating with security and product engineers to deliver