Strategic Enterprise Security Sales Executive

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

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