Commercial Account Executive, West

Summary

Ent is an intent-aware workspace security platform protecting human and AI-driven work. The Commercial Account Executive will own the full sales cycle for organizations of up to 2,500 employees, including sourcing pipeline, running security evaluations, building business cases, closing deals, forecasting, and feeding market insights back into the product and sales playbook.

Responsibilities

• You'll own a quota and hit it, running the full cycle from first conversation to signature to a clean handoff
• You'll build your own pipeline. This is the core of the job — outbound, your network, events, and partners. You won't wait for leads, and the majority of your number will come from what you sourced yourself
• You'll work at volume without getting sloppy: high activity, disciplined follow-up, and a pipeline you can inspect at any moment because you keep it current
• You'll run credible evaluations with security teams: scoping the proof of value, working alongside our engineers, and getting to a clear yes or no rather than a stalled pilot
• You'll multithread — security leadership, IT and identity owners, procurement — and build the business case that survives a budget conversation you're not in
• You'll forecast honestly. You'll know where every deal stands, what has to happen next, and you'll call your quarter accurately enough that leadership plans on it
• You'll bring the field back inside: the objections, the competitive patterns, the gaps. What you hear this month should show up in the roadmap and the pitch next quarter
• You'll work AI-native by default — account research, prep, follow-up, call review — and raise what's working so the rest of the team gets it too

Skills

• 2+ years carrying a quota in a full-cycle closing role selling cybersecurity
• You're a hunter. You've built your own pipeline from a cold list, and you can tell us your outbound motion, your activity numbers, and the percentage of your quota you self-sourced
• You've worked the segment: organizations up to roughly 5,000 employees, multi-stakeholder deals, real evaluations, cycles measured in months rather than weeks
• You've sold to security buyers and can hold your own on a call with a security practitioner without reaching for a sales engineer to answer everything
• You're coachable in the moment. You've had your calls reviewed, taken the note, and changed what you did on the next one — and you treat pitch practice and deal reviews as reps rather than overhead
• You keep score. You know your numbers without looking them up, and you've missed a quarter, gone back to the tape, found the cause, and fixed it
• You make the people around you better: you share what's working, step in for a teammate mid-deal, and care whether the team's number lands, not only yours
• You've committed to something demanding alongside other people over a long stretch and stuck with it through the part that wasn't fun
• You've been an early seller at a startup, before the playbook existed
• You've run a formal sales methodology well enough to have opinions about where it helps and where it gets in the way
• You've sold through partners or resellers alongside a direct motion
• You've moved up from a BDR or SDR seat and remember how the pipeline gets built
• You're genuinely excited about applying AI to how you sell
• Endpoint security experience preferred

Qualifications

Must Haves

• 2+ years carrying a quota in a full-cycle closing role selling cybersecurity
• You're a hunter. You've built your own pipeline from a cold list, and you can tell us your outbound motion, your activity numbers, and the percentage of your quota you self-sourced
• You've worked the segment: organizations up to roughly 5,000 employees, multi-stakeholder deals, real evaluations, cycles measured in months rather than weeks
• You've sold to security buyers and can hold your own on a call with a security practitioner without reaching for a sales engineer to answer everything
• You're coachable in the moment. You've had your calls reviewed, taken the note, and changed what you did on the next one — and you treat pitch practice and deal reviews as reps rather than overhead
• You keep score. You know your numbers without looking them up, and you've missed a quarter, gone back to the tape, found the cause, and fixed it
• You make the people around you better: you share what's working, step in for a teammate mid-deal, and care whether the team's number lands, not only yours
• You've committed to something demanding alongside other people over a long stretch and stuck with it through the part that wasn't fun
• You've been an early seller at a startup, before the playbook existed
• You've run a formal sales methodology well enough to have opinions about where it helps and where it gets in the way
• You've sold through partners or resellers alongside a direct motion
• You've moved up from a BDR or SDR seat and remember how the pipeline gets built
• You're genuinely excited about applying AI to how you sell

Nice to Haves

• Endpoint security experience preferred

Benefits

• Distributed workplace; remote work available across North America.
• Every teammate gets meaningful equity on top of their salary.
• Ent pays 90% of medical, dental, and vision coverage.
• Ent covers 75% of medical, dental, and vision coverage for dependents.
• Flexible PTO.
• 12 weeks of fully paid maternity leave for birth, adoption, or foster.
• 8 weeks of fully paid paternity leave.
• A $100 monthly lifestyle account for fitness, wellness, learning, and more.
• A $500 home office stipend when you join as a remote employee.