Strategic Account Executive (Central)

Opti; New York (NY); On-site; USD 180,000 - 280,000; Full time

Job summary

Opti, the AI-native identity security platform, seeks a Strategic Account Executive to drive revenue across the US East, Central, or West regions. You will build pipelines, establish executive relationships, and lead complex, multi-stakeholder deals from discovery to close in a fast-paced startup environment.

The ideal candidate brings 12+ years of B2B sales, 3–5+ years in cybersecurity/identity, and a proven quota-attainment record, plus strong communication and executive presence for

Qualifications

• 12–15+ years of overall B2B sales experience, with enterprise sales focus.
• 3–5+ years in cybersecurity and/or identity.
• Strong understanding of Identity & Access Management (IAM) and Identity Governance & Administration (IGA).
• Proven track record of exceeding quota in enterprise deals.
• Experience selling complex tech solutions to large enterprises.
• Experience at or with top-tier tech companies and in high-growth startups.

Responsibilities

• Develop and execute a regional sales strategy to achieve and exceed revenue targets.
• Build and maintain a pipeline of qualified enterprise opportunities.
• Drive new logo acquisition and develop strategic relationships with enterprise customers.
• Own the full sales cycle from prospecting through negotiation and close.
• Engage with senior security, IT, and business stakeholders during the sales process.
• Create territory and account plans aligned with Opti's growth objectives.
• Maintain disciplined pipeline management, forecasting, and CRM activity.
• Collaborate with Solutions Engineering, Marketing, Product, and leadership to move deals forward.
• Represent Opti at customer meetings and industry events within the region.

Skills

Enterprise sales

Quota attainment

IAM/IGA

Cybersecurity

Multi-stakeholder

Startup experience

Executive presence

US work authorization

Travel willingness

B2B sales

Job description

About Opti

Opti is the AI-native identity security platform, replacing manual, periodic access governance with continuous, automated control that deploys in hours, not months.

About Opti

Opti is the AI-native identity security platform, replacing manual, periodic access governance with continuous, automated control that deploys in hours, not months. Founded by repeat cybersecurity entrepreneurs and backed by top-tier VCs with $20M in funding, Opti is AWS's exclusive emerging IAM partner in the Security Hub Extended program.

About The Role

As a Strategic Account Executive, you will be responsible for driving revenue growth and expanding Opti's presence across your assigned region — East, Central, or West.

This is a high-impact, quota-carrying sales role focused on building pipeline, developing enterprise relationships, and driving complex sales cycles from initial engagement through close.

The ideal candidate is a proven enterprise sales professional with a strong track record of exceeding quota, experience selling complex technology solutions, and a deep understanding of cybersecurity and identity. You should be equally comfortable operating within a structured sales environment and working independently in a fast-paced, early-stage startup.

Responsibilities

• Develop and execute a regional sales strategy to achieve and exceed revenue targets.
• Build and maintain a strong pipeline of qualified enterprise opportunities.
• Drive new logo acquisition and develop strategic relationships with enterprise customers.
• Own the full sales cycle from prospecting and discovery through negotiation and close.
• Engage with senior security, IT, and business stakeholders throughout the sales process.
• Develop territory and account plans aligned with Opti's growth objectives.
• Maintain disciplined pipeline management, forecasting, and CRM activity.
• Collaborate closely with Solutions Engineering, Marketing, Product, and company leadership to drive deals forward.
• Represent Opti at customer meetings, industry events, and other relevant activities within the region.

Requirements

• 12–15+ years of overall B2B sales experience, with significant enterprise sales experience.
• 3–5+ years of experience in cybersecurity and/or identity.
• Strong understanding of Identity & Access Management (IAM), Identity Governance & Administration (IGA), and emerging identity technologies.
• Proven track record of consistently achieving and exceeding quota.
• Experience selling complex technology solutions to enterprise customers and managing multi-stakeholder sales cycles.
• Experience at a top-tier technology company combined with experience in a high-growth or early-stage startup is strongly preferred.
• Strong sales methodology combined with the ability to operate independently and thrive in an early-stage environment.
• Excellent communication, negotiation, and executive presence.
• Strong business acumen and ability to build trusted relationships with senior-level customers.
• Willingness to travel within the assigned region as needed.
• Candidates must be based in the United States and authorized to work in the US