Assail

Autonomous AI-powered API security pentesting platform

Account Executive - Enterprise Sales

Account ExecutiveConfirmed live in the last 24 hours

Full-timeNo salary listed

About the Job

Requirements

At least 7 years of quota-carrying enterprise software sales experience, including at least 3 years selling cybersecurity to Fortune 1000 companies.
A demonstrated record of consistently meeting or exceeding annual recurring revenue quotas of $1 million or more, with deal sizes of $150,000 to $1 million or more in annual contract value.
Experience selling to CISOs, vice presidents of application security, heads of product security, and DevSecOps leaders.
Deep familiarity with the application security landscape, including dynamic application security testing, static application security testing, interactive application security testing, penetration testing, bug bounty programs, and application security posture management.
Experience with a disciplined sales methodology such as MEDDPICC, Command of the Message, Force Management, or an equivalent; ability to rigorously articulate champion development, economic-buyer access, and decision criteria.
Technical credibility sufficient to conduct discovery calls with application security leaders without a sales engineer and to competently demonstrate Ares.
Experience running proof-of-value engagements and technical evaluations against incumbent and competing tools.
Strong written and verbal communication skills and executive presence with CISOs and CIOs.
Fluency with HubSpot or Salesforce and operational discipline in maintaining accurate forecasts.
Comfort working with high autonomy in an ambiguous, fast-iterating early-stage environment and collaborating directly with the founder and chief revenue officer.

Responsibilities

Own the full enterprise sales cycle by prospecting, qualifying, conducting discovery, scoping proof-of-value engagements, negotiating, and closing new-logo enterprise deals; carry an annual quota and forecast accurately each week.
Build and manage qualified pipeline through outbound efforts, account-based plays, ecosystem partners, events, and inbound leads, maintaining pipeline coverage of at least three times quota.
Map enterprise account organizational structures, build relationships across security, engineering, procurement, and executive teams, and lead executive conversations with CISOs and CIOs.
Conduct discovery into customers' application security programs, application security, dynamic application security testing, and penetration-testing spend, compliance drivers, and desired business outcomes.
Partner with sales engineering to scope, run, and close proof-of-value engagements; translate platform findings into business risk and return on investment for executive buyers.
Lead pricing, contract redlines, and procurement cycles, partnering with legal and finance to close multi-year enterprise agreements.
Expand existing accounts across business units, subsidiaries, and adjacent application portfolios.
Maintain HubSpot records, including sales-stage hygiene, next steps, MEDDPICC fields, close dates, and accurate forecasts.
Share competitive intelligence, product gaps, pricing signals, and customer language with marketing, product, and the chief revenue officer.
Represent the company at industry events, customer dinners, analyst briefings, and partner meetings.

Desired Qualifications

Experience selling an emerging-category or artificial-intelligence-native security product where buyers require education rather than a product comparison.
Existing relationships with CISOs and application security leaders in financial services, healthcare, automotive, or critical infrastructure.
Experience selling to the U.S. federal government, Department of Defense, or intelligence community, including familiarity with FedRAMP, authorization-to-operate processes, and federal procurement vehicles.
A background in security engineering, penetration testing, or application security before moving into sales.
Experience as an early account executive at a Series A–C security startup that subsequently scaled.

Account Executive, Enterprise

Team: Enterprise Sales Reports to: Chief Revenue Officer Location: Boston, MA (hybrid) or remote with travel

Position summary

The Account Executive owns the full enterprise sales cycle for Ares, Assail's autonomous multi-agent offensive security platform. This is a quota-carrying, closing role focused on landing and expanding Fortune 1000 accounts across regulated industries — financial services, healthcare, 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 Security, Heads of Product Security, and their teams.

This is a builder's seat. The AE will help shape the enterprise playbook, contribute to pricing and packaging conversations, and set the standard for how Assail sells.

Core tasks

Own the full sales cycle. Prospect, qualify, run discovery, scope POVs, negotiate, and close new-logo enterprise deals. Carry an annual quota and forecast accurately every week.
Build and manage pipeline. Generate qualified pipeline through a mix of outbound, account-based plays, ecosystem partners, events, and inbound. Maintain pipeline coverage of at least 3x quota.
Multi-thread enterprise accounts. Map account org charts, build relationships across security, engineering, procurement, and the C-suite, and run executive-level conversations with CISOs and CIOs.
Run rigorous discovery. Uncover the customer's application security program, current AppSec/DAST/pentest spend, compliance drivers (PCI, HIPAA, FedRAMP, SOC 2, DORA), and the business outcomes they need.
Lead POVs and technical evaluations. Partner with sales engineering to scope, run, and close proof-of-value engagements. Translate Ares' findings into business risk and ROI the buyer's executive team will fund.
Negotiate and close. Lead pricing, redlines, and procurement cycles. Partner with legal and finance to close clean, multi-year enterprise agreements.
Expand existing accounts. Drive land-and-expand motion across business units, subsidiaries, and adjacent application portfolios within named accounts.
Operate the CRM with discipline. Keep HubSpot pristine — stage hygiene, next steps, MEDDPICC fields, close 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. AEs at this stage shape the company, not just hit a number.
Represent Assail 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 enterprise 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+ ACV.
Experience selling into CISOs, VPs of Application Security, Heads of Product Security, and DevSecOps leaders.
Deep fluency in the AppSec landscape: DAST, SAST, IAST, pentesting, bug bounty, ASPM, and where each fits in the buyer's stack.
Disciplined sales methodology — MEDDPICC, Command of the Message, Force Management, or equivalent. Able to articulate champion-building, economic-buyer access, and decision criteria with rigor.
Strong technical credibility. Able 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. Crisp executive presence with CISOs and CIOs.
HubSpot or Salesforce fluency, with the operational discipline to keep forecasts accurate.
Comfortable in an early-stage environment — high autonomy, ambiguity, fast iteration, and direct collaboration with the founder and CRO.

Nice to have

Prior experience selling an emerging-category or AI-native security product where the buyer needs education, not just comparison.
Existing relationships with CISOs and AppSec leaders in financial services, healthcare, 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 security engineering, penetration testing, or AppSec prior to moving into sales.
Experience as an early AE at a Series A–C security startup that scaled.

About the Company

Assail

Autonomous AI-powered API security pentesting platform

Assail provides autonomous AI agents for API-first offensive security testing. Its flagship platform, Ares, runs continuous, machine-speed pentesting for APIs (with coverage for web and mobile) using swarms of 50–100+ AI agents trained on offensive tactics; it has a closed-loop learning process where discovered vulnerabilities train the AI, and can automatically generate custom exploit code when no known exploit exists. The system differs from traditional tools by deploying adaptive, autonomous agents that hunt, exploit, and evolve in real time rather than relying on predefined rules, and it opens the Ares Docker Agent for secure on-premises deployment. Its goal is to shorten vulnerability discovery and remediation from weeks to minutes and enable continuous security testing across APIs, web, and mobile applications for customers such as large manufacturers, government agencies, financial firms, and hospitals.

Company size: 11-50
Company stage: Seed
Total funding: $250K
Headquarters: Las Vegas, NV
Founded: 2025

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