[Remote] Account Executive

Note: The job is a remote job and is open to candidates in USA. Token Security is an early-stage, high-growth cybersecurity startup focused on redefining identity security. They are seeking an Account Executive to manage the full sales cycle, drive pipeline generation, and collaborate closely with cross-functional teams to achieve sales goals.

Responsibilities

• Build, maintain, and continuously refine a prioritized list of target prospects, partners, and customers within your assigned territory
• Leverage a multi-channel approach to drive consistent pipeline creation
• Regularly analyze territory performance, pipeline health, and account prioritization to maximize efficiency and impact
• Develop deep expertise in Token Security’s platform, use cases, and differentiated value proposition
• Clearly articulate Token’s business and security outcomes to technical and executive stakeholders, including CISOs, IAM leaders, Cloud Security teams, and DevOps
• Translate customer pain points into compelling, outcome-driven solution narratives
• Identify, qualify, validate, and advance sales opportunities through disciplined discovery and evaluation frameworks
• Lead in-depth discovery sessions, demos, proof-of-value engagements, and customer evaluations to increase win rates and deal velocity
• Develop tailored sales strategies, formal proposals, and account plans for each opportunity
• Identify and position Token Security effectively against competitive solutions in identity security, identity governance, and adjacent markets
• Confidently handle objections and competitive bake-offs by highlighting Token’s differentiated capabilities and measurable customer impact
• Build and maintain a robust, accurate sales pipeline aligned with company targets
• Deliver reliable monthly and quarterly sales forecasts, with clear visibility into deal status, risks, and next steps
• Maintain strong CRM hygiene and data integrity to support predictable revenue growth
• Partner closely with Sales Engineering, Product, Marketing, and Customer Success to ensure strong deal execution and customer outcomes
• Provide structured feedback from the field to influence product roadmap, messaging, and go-to-market strategy
• Contribute to the development of repeatable sales processes, playbooks, and best practices as the company scales

Skills

• Proven track record of consistently achieving or exceeding quota in a SaaS or cybersecurity sales role
• Experience managing complex, consultative sales cycles, including RFPs, security reviews, and multi-stakeholder buying committees
• Demonstrated success working with channel and technology partners in joint selling motions
• Strong understanding of identity security, identity governance, IAM, or adjacent security domains (or the ability to ramp quickly)
• Exceptional written and verbal communication skills, with the ability to present confidently to both technical and executive audiences
• Strong discovery, listening, and problem-solving skills — able to assess customer challenges and design effective paths forward
• Ability to build trust and credibility across multiple levels of a customer organization, from practitioners to senior leadership
• Highly collaborative team player who thrives in fast-paced, ambiguous startup environments

Benefits

• Competitive compensation
• Meaningful equity
• Strong career growth potential

Company Overview