Enterprise Account Executive - Northeast

About Endor Labs Endor Labs is the AppSec platform built for the AI era. It helps teams find, prioritize, and fix the most critical risks in code, whether written by humans or AI—faster. Endor Labs understands the entire structure of your codebase, from 40 year-old C++ to modern Bazel monorepos. Powered by AI agents and the industry's richest security dataset about open source code, Endor Labs doesn’t just flag issues, it reduces noise, prioritizes what matters most, and proposes intelligent remediations based on the context of your code. Whether you’re an upstart or in the Fortune 500, Endor Labs helps AppSec and development teams eliminate noisy alerts, fix code 6.2x faster, and stay compliant with standards like FedRAMP, PCI, SLSA, and NIST SSDF.

Endor Labs

The agentic AppSec platform that understands your code and business logic, delivering zero distractions for developers.

SCAcybersecurityopen source securitydevsecopssoftware supply chain securitySDLCAI Model DiscoveryContainer Scanningand SAST

E

endorlabs.com

51-200 employees

Software Development

Palo Alto, California

2021

Privately Held

19k LinkedIn followers

Raised $188M

• We're hiring Enterprise Account Executives to own the full sales cycle—from
• discovery to close—driving new business with enterprise customers who care
• deeply about developer productivity and application security.
• This is a technically complex, multi-threaded sale. Our buyers are CISOs, AppSec
• leaders, and engineering executives, and you'll translate Endor Labs'
• capabilities into clear business value while partnering with Solution
• Architects, CS, SDRs, and Marketing. You won't inherit a full pipeline—you'll
• build it. The AEs who thrive here create demand and run a repeatable enterprise
• motion with intent.
• Own complex, multi-stakeholder enterprise deals end to end, orchestrating
• SAs, CS, SDRs, and Marketing to win.
• Self-source a meaningful share of your pipeline through strategic,
• trigger-based prospecting—you create demand, you don't wait for it.
• Run rigorous discovery and qualify with discipline using MEDDPICC.
• Apply a structured enterprise motion (e.g., Command of the Message) to move
• deals with purpose and predictability.
• Translate technical depth into clear business outcomes and build a credible
• business case tied to measurable value.
• Map the buying committee, build internal champions, and earn trusted-advisor
• status—you sell insight, not a feature checklist.
• Manage pipeline rigorously, forecast with precision, and consistently exceed
• targets.
• Thrive in a fast-paced, high-growth environment—taking ownership over titles
• to win for the customer and the team.

• You’re a strategic, technical seller who loves simplifying complexity and
• guiding customers through transformation. You know how to navigate ambiguity,
• collaborate deeply, and earn trust through insight and credibility.
• 5+ years of full-cycle enterprise sales experience in cybersecurity, DevOps,
• or developer tools.
• A strong track record of closing multi-threaded, six-figure deals with
• enterprise accounts
• Experience in a structured, playbook-driven motion—Command of the Message,
• Force Management, MEDDPICC (or MEDDIC), or a comparable value-selling
• methodology.
• Demonstrated over-attainment: President's Club, top-decile ranking, or a
• consistent record of beating quota.
• You've done your best work at high-growth companies where you had to create
• demand, not fulfill inbound—and you know the difference.
• Comfort selling to technical buyers—CISOs, Heads of Security, Engineering and
• Developer Productivity leaders.
• High curiosity and initiative—you don't follow scripts, you lead the
• conversation.
• We hold a bar above the market, and we're transparent about what it is. The best
• reps at Endor aren't defined by pedigree—they're defined by how they operate. We
• something hard, you want to be the best, and you carry a strong moral compass
• into every room.
• Are coachable by default. You seek feedback, act on it fast, and treat every
• deal as a chance to get better.
• Think sharply and translate complexity. You build a credible business case
• and make hard concepts simple.
• Have proven it where it's hard. You've carried a number at a high-growth,
• not-yet-household-name company and consistently beaten it.
• We’re building at the intersection of developer productivity and security — one
• of the fastest-growing spaces in software. Our dev-loved platform has real ROI,
• strong momentum, and customers who care about doing things right.
• At Endor Labs, we think big, start small, and learn fast. We take ownership,
• move with purpose, and always start with the customer’s success. We debate with
• data, make the complex simple, and challenge each other with kindness and
• candor. We celebrate wins, learn from misses, and have fun along the way —
• because when our customers win, we all win.