Founding Enterprise Account Executive — Identity Security

Way Security; New York (NY); On-site; USD 150,000 - 210,000; Full time

Job summary

Way Security, a leading IAM enforcement platform, is hiring its founding Account Executive for North America. You will own revenue from day one, build a pipeline from scratch, and work with the founders to shape the GTM motion. You’ll navigate long, multi-stakeholder sales cycles with CISOs and security leaders.

Your impact goes beyond quota—help shape the go-to-market, playbooks, and future hiring as you lead strategic business and technical discussions with senior buyers.

Qualifications

• 5+ years of B2B SaaS sales experience owning full-cycle enterprise sales, with a track record of consistently exceeding quota in consultative, complex environments.
• Proven experience closing $200K+ ACV deals into Fortune 500 companies and similarly large organizations.
• Strong background selling cybersecurity products or platforms, with deep understanding of enterprise security buying processes and selling to CISOs and technical stakeholders.
• A true hunter who builds pipeline from zero, penetrates strategic accounts, and creates momentum without relying on SDR-generated opportunities.
• Able to multi-thread large organizations, build champions at multiple levels, and lead both strategic business conversations and technical discussions.
• Strong executive presence, with the ability to engage, influence, and challenge senior buyers.
• Independent, competitive, ownership-driven, and comfortable with the speed and ambiguity of an early-stage company.

Responsibilities

• Own the full sales cycle, from prospecting and outbound through negotiation and close, across large enterprise accounts.
• Build and execute a territory strategy focused on large enterprises, including Fortune 500s, generating pipeline independently through outbound, your network, and strategic account planning.
• Lead long, multi-threaded sales cycles involving security, IT, identity, procurement, legal, and executive stakeholders.
• Build relationships with CISOs, security leaders, and CIO organizations, running discovery that reframes how they think about identity risk.
• Partner with our technical teams through evaluations, POCs, and security reviews, and navigate complex enterprise procurement to drive deals to close.
• Maintain accurate pipeline data in our CRM and provide reliable forecasting.
• Act as the voice of the customer and help build the foundation of the sales organization: processes, messaging, playbooks, and future hiring.

Skills

Full-cycle enterprise sales

ACV > $200K

Cybersecurity product sales

Hunter mentality

Multi-stakeholder selling

Executive engagement

Ownership mindset

Job description

Way Security, a leading IAM enforcement platform, is hiring its founding Account Executive for North America. You will own revenue from day one, build a pipeline from scratch, and work with the founders to shape the GTM motion. You’ll navigate long, multi-stakeholder sales cycles with CISOs and security leaders.

Your impact goes beyond quota—help shape the go-to-market, playbooks, and future hiring as you lead strategic business and technical discussions with senior buyers.