Strategic Account Executive (West coast)

Opti; New York (NY); On-site; USD 150,000 - 230,000; Full time

Job summary

Opti, an AI-native identity security platform, seeks a Strategic Account Executive to drive revenue growth across assigned US regions (East, Central, or West). You will own the full sales cycle, build strategic enterprise relationships, and expand Opti’s footprint in large accounts.

The ideal candidate is an enterprise sales pro with a proven quota record, cybersecurity/identity expertise, and the ability to thrive in a fast-paced startup environment while traveling as needed.

Qualifications

• 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 and/or high-growth startup is preferred.
• Strong sales methodology and ability to operate independently 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.
• Candidates must be based in the United States and authorized to work in the US

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 through 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 with Solutions Engineering, Marketing, Product, and leadership to drive deals forward.
• Represent Opti at customer meetings, industry events, and region activities.

Skills

Enterprise sales

Cybersecurity

IAM/IGA

Quota attainment

Multi-stakeholder sales

Executive presence

Independent startup environment

Communication

Negotiation

Business acumen

Travel readiness

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