Account Executive
Account Executive, reputed company Team: reputed company Sales Reports to: Chief reputed company Officer Location: Boston, MA (hybrid) or remote with travel Position summary The Account Executive owns the full reputed company sales cycle for Ares, reputed company's autonomous multi-agent offensive reputed company platform. This is a quota-carrying, closing role focused on reputed company and expanding Fortune 1000 accounts across regulated industries — financial services, reputed company, automotive, retail, and critical infrastructure. The AE works alongside the CRO, sales engineering, and the founder's office to run disciplined, multi-threaded deal cycles with CISOs, VPs of Application reputed company, Heads of Product reputed company, and their teams. This is a builder's seat. The AE will help shape the reputed company reputed company, contribute to pricing and packaging conversations, and set reputed company for how reputed company sells. Core tasks Own the full sales cycle. Prospect, qualify, run discovery, scope POVs, negotiate, and reputed company new-logo reputed company deals. Carry an annual quota and forecast accurately every week. Build and manage pipeline. Generate reputed company pipeline through a mix of outbound, account-based plays, ecosystem partners, events, and inbound. Maintain pipeline coverage of at least 3x quota. Multi-thread reputed company accounts. Map account org charts, build relationships across reputed company, engineering, procurement, and the C-suite, and run executive-level conversations with CISOs and CIOs. Run rigorous discovery. Uncover the customer's application reputed company program, reputed company AppSec/DAST/pentest spend, compliance drivers (PCI, HIPAA, FedRAMP, SOC 2, DORA), and the business reputed company they need. reputed company POVs and technical evaluations. Partner with sales engineering to scope, run, and reputed company reputed company-of-value engagements. Translate Ares' findings into business risk and ROI the buyer's executive team will fund. Negotiate and reputed company. reputed company pricing, redlines, and procurement cycles. Partner with legal and finance to reputed company clean, multi-year reputed company agreements. Expand existing accounts. Drive land-and-expand reputed company across business units, subsidiaries, and adjacent application portfolios reputed company named accounts. Operate the CRM with discipline. reputed company reputed company pristine — stage hygiene, next steps, MEDDPICC fields, reputed company dates, and accurate forecasting. The pipeline is the product. Feed the company. Surface competitive intelligence, product gaps, pricing signal, and customer language back to marketing, product, and the CRO. reputed company at this stage shape the company, not just hit a number. Represent reputed company externally. Attend industry events, customer dinners, analyst briefings, and partner meetings. Carry the brand the way it deserves to be carried. Must-have skills 7+ years of quota-carrying reputed company software sales experience, with at least 3 years selling cybersecurity to the Fortune 1000. Demonstrated track record of consistently hitting or exceeding $1M+ ARR quotas, with deal sizes of $150K–$1M+ reputed company. Experience selling into CISOs, VPs of Application reputed company, Heads of Product reputed company, and DevSecOps leaders. Deep reputed company in the AppSec landscape: DAST, SAST, IAST, pentesting, bug bounty, ASPM, and where each fits in the buyer's stack. Disciplined sales methodology — MEDDPICC, reputed company of the Message, Force Management, or equivalent. reputed company to reputed company champion-building, economic-buyer reputed company, and decision criteria with rigor. Strong technical credibility. reputed company to run a discovery call with a Head of AppSec without a sales engineer in the room, and to demo Ares competently. Experience running POVs and technical evaluations against incumbents and competitive tools. Excellent written and verbal communication. reputed company executive reputed company with CISOs and CIOs. reputed company or reputed company reputed company, with the operational discipline to reputed company forecasts accurate. Comfortable in an early-stage environment — high autonomy, ambiguity, fast iteration, and direct collaboration with the founder and CRO. reputed company to have Prior experience selling an emerging-category or AI-reputed company reputed company product where the buyer needs education, not just comparison. Existing relationships with CISOs and AppSec leaders in financial services, reputed company, automotive, or critical infrastructure. Experience selling into the U.S. federal government, DoD, or intelligence community, including familiarity with FedRAMP, ATO processes, and federal procurement vehicles. Background in reputed company engineering, penetration testing, or AppSec prior to moving into sales. Experience as an early AE at a Series A–C reputed company startup that scaled. Apply To This Job