Mid-Market Account Executive

present of AI; New York (NY); On-site; USD 90,000 - 150,000; Full time

Job summary

Tracecat is seeking a hands-on salesperson to close deals from first contact to signed contracts, targeting security engineers and leaders. You will discuss integrations, AI agent behavior, and craft a clear business case that shows value in a security context.

The role thrives in a young, unstructured sales environment where you will help shape pricing and playbooks, build pipeline from scratch, and drive adoption of a platform for AI agents in security operations.

Qualifications

• A few years of closing experience in technical sales.
• Ability to discuss integrations and AI agent behavior clearly.
• Comfort with an unstructured sales process and shaping pricing/playbooks.

Responsibilities

• Close deals from the first conversation through signed contracts.
• Sell to security engineers and security leaders.
• Explain AI agents clearly and discuss safe usage.
• Help shape pricing and playbooks for the opportunity.

Skills

Closing deals

Tech sales

Engage engineers

Pricing strategy

Job description

This is a hands-on sales role where one person runs deals from the first conversation through signed contract, selling to security engineers and security leaders. A strong candidate has a few years of closing experience in technical sales, can talk comfortably about integrations and how AI agents behave, and can turn that into a clear business case. Comfort with a young, unstructured sales process matters, since the role also helps shape pricing and playbooks.

How it fits the AI era

AI helps with the groundwork of this job, such as researching accounts, preparing for calls and keeping follow-ups on track. The product itself is about AI agents in security operations, so buyers will ask hard questions about what agents can and cannot do safely. Trust, honest positioning, reading a buyer's real pain and guiding a deal through security review and procurement stay human work.

How it builds AI experience

Selling a platform for building AI agents means learning first-hand how security teams are trying to use agents in their alert and incident work. The open source side offers a way to try the product, see how teams set it up, and understand where agents help and where they need human review. Candidates can build this experience by experimenting with agent and workflow tools and by following the open source community around security automation.

Worth showing

• Beating quota in technical sales
• Selling to engineers and security leaders
• Explaining AI agents clearly
• Building pipeline from scratch
• Using AI for research and prep

This is our own read, written from the employer's posting and the company's Spotlight. The employer's posting is the source of truth for the role.

About Tracecat

Tracecat is an open source security automation platform that lets security teams build AI agents and workflows to automate cyber defense, per the company.