Note: The job is a remote job and is open to candidates in USA. Tracebit is a high-growth cybersecurity startup that helps security teams detect intrusions in cloud environments. They are seeking a Founding Account Executive to build their US go-to-market strategy, close deals, and establish sales processes while working closely with the product and customer success teams.
Responsibilities
- Close deals with some of the most exciting logos globally. You will own the full sales cycle from discovery through to contract signature on key deals into the $50-100k + ARR range, working across SMB and Mid-Market companies
- Work both inbound and outbound opportunities. Convert warm inbound leads from our growing user base and product-led motion. Run targeted outbound campaigns into accounts that match our ICP. You’ll own your own business
- Help build our sales playbook. We have GTM motions in place, but we want you to help re-write them. You will help to design a sales function - refining our discovery questions, demo flow, objection handling, and closing tactics
- Partner with the product and customer success teams. Provide feedback on what prospects share and what would accelerate deals. You’ll learn a lot about the product and help shape our roadmap based on market feedback
- Represent Tracebit at industry events. Attend key cybersecurity conferences (Black Hat, RSA, etc.) to build pipeline and strengthen relationships with prospects
- Operate with high velocity. You'll be managing multiple deals simultaneously, moving fast while maintaining deal quality. Expect to run many active opportunities
Skills
- 3-5 years selling B2B SaaS, ideally in cybersecurity or developer tooling
- You've closed deals in the $50K-100K+ range and know how to navigate technical buyers
- You can own the full sales cycle
- You've run deals from the first call to the signed contract
- You know how to qualify, demo, handle objections, navigate procurement, and close
- You're comfortable with both 30-day velocity deals and longer complex sales cycles
- You're a builder, not just an executor
- You've ideally been an early sales hire before (or want to be)
- You're excited about figuring things out as you go rather than following a prescriptive playbook
- You're hungry and self-sufficient
- You don't wait for leads to be handed to you
- You're comfortable building your own pipeline, working inbound opportunities, and finding creative ways to get in front of the right people
- You thrive in startup environments
- You're energized by fast iteration, ambiguity, and working closely with founders and product teams
- You've experienced the pace of an early-stage company and know it's not for everyone
- The right characteristics: highly emotionally intelligent, great hunger and grit, attention to detail, hard-working, entrepreneurial
- Bonus points if: You were among the first AEs at a startup and/or you've sold into security or technical teams
Benefits
- This role is fully remote (Bay Area).
Company Overview