Account Executive

<p class="p1"><strong>Account Executive</strong></p> <p class="p2"><strong>Location:</strong> Remote (US Central)<br><strong>Company:</strong> Token Security<br><strong>Stage:</strong> Early-stage, high-growth cybersecurity startup</p> <p class="p3">&nbsp;</p> <p class="p4"><strong>About Token Security</strong></p> <p class="p2">Token Security is redefining identity security by delivering complete visibility, deep context, and direct remediation for non-human identities and AI agents. We’re building a category-defining company and are looking for high-caliber sales professionals who want to make a meaningful impact, help shape the go-to-market motion, and grow with the business.</p> <p class="p5">&nbsp;</p> <p class="p1"><strong>The Role</strong></p> <p class="p2">As an <strong>Account Executive at Token Security</strong>, you will own the full sales cycle within an assigned territory from prospecting through close. This role is ideal for a driven seller who combines strong enterprise sales execution with intellectual curiosity and the ability to collaborate deeply across Product, Marketing, and Leadership.</p> <p class="p5">&nbsp;</p> <p class="p1"><strong>Key Responsibilities</strong></p> <p class="p4"><strong>Pipeline Generation &amp; Territory Ownership</strong></p> <ul class="ul1"> <li class="li2">Build, maintain, and continuously refine a <strong>prioritized list of target prospects, partners, and customers</strong> within your assigned territory.</li> <li class="li2">Leverage a multi-channel approach to drive consistent pipeline creation.</li> <li class="li2">Regularly analyze territory performance, pipeline health, and account prioritization to maximize efficiency and impact.</li> </ul> <p class="p4"><strong>Value-Based Selling &amp; Product Expertise</strong></p> <ul class="ul1"> <li class="li2">Develop deep expertise in <strong>Token Security’s platform, use cases, and differentiated value proposition</strong>.</li> <li class="li2">Clearly articulate Token’s business and security outcomes to technical and executive stakeholders, including CISOs, IAM leaders, Cloud Security teams, and DevOps.</li> <li class="li2">Translate customer pain points into compelling, outcome-driven solution narratives.</li> </ul> <p class="p4"><strong>Opportunity Management &amp; Execution</strong></p> <ul class="ul1"> <li class="li2">Identify, qualify, validate, and advance sales opportunities through disciplined discovery and evaluation frameworks.</li> <li class="li2">Lead <strong>in-depth discovery sessions, demos, proof-of-value engagements, and customer evaluations</strong> to increase win rates and deal velocity.</li> <li class="li2">Develop tailored sales strategies, formal proposals, and account plans for each opportunity.</li> </ul> <p class="p4"><strong>Competitive Positioning</strong></p> <ul class="ul1"> <li class="li2">Identify and position Token Security effectively against competitive solutions in identity security, identity governance, and adjacent markets.</li> <li class="li2">Confidently handle objections and competitive bake-offs by highlighting Token’s differentiated capabilities and measurable customer impact.</li> </ul> <p class="p4"><strong>Forecasting &amp; Deal Management</strong></p> <ul class="ul1"> <li class="li2">Build and maintain a <strong>robust, accurate sales pipeline</strong> aligned with company targets.</li> <li class="li2">Deliver reliable <strong>monthly and quarterly sales forecasts</strong>, with clear visibility into deal status, risks, and next steps.</li> <li class="li2">Maintain strong CRM hygiene and data integrity to support predictable revenue growth.</li> </ul> <p class="p4"><strong>Cross-Functional Collaboration</strong></p> <ul class="ul1"> <li class="li2">Partner closely with Sales Engineering, Product, Marketing, and Customer Success to ensure strong deal execution and customer outcomes.</li> <li class="li2">Provide structured feedback from the field to influence product roadmap, messaging, and go-to-market strategy.</li> <li class="li2">Contribute to the development of repeatable sales processes, playbooks, and best practices as the company scales.</li> </ul> <p class="p5">&nbsp;</p> <p class="p1"><strong>Qualifications &amp; Experience</strong></p> <ul class="ul1"> <li class="li2">Proven track record of <strong>consistently achieving or exceeding quota</strong> in a SaaS or cybersecurity sales role.</li> <li class="li2">Experience managing <strong>complex, consultative sales cycles</strong>, including RFPs, security reviews, and multi-stakeholder buying committees.</li> <li class="li2">Demonstrated success working with <strong>channel and technology partners</strong> in joint selling motions.</li> <li class="li2">Strong understanding of <strong>identity security, identity governance, IAM, or adjacent security domains</strong> (or the ability to ramp quickly).</li> <li class="li2">Exceptional written and verbal communication skills, with the ability to present confidently to both technical and executive audiences.</li> <li class="li2">Strong discovery, listening, and problem-solving skills — able to assess customer challenges and design effective paths forward.</li> <li class="li2">Ability to build trust and credibility across multiple levels of a customer organization, from practitioners to senior leadership.</li> <li class="li2">Highly collaborative team player who thrives in fast-paced, ambiguous startup environments.</li> </ul> <p class="p5">&nbsp;</p> <p class="p1"><strong>Why Join Token Security?</strong></p> <ul class="ul1"> <li class="li2"><strong>Category-defining product</strong> in a fast-growing identity security market</li> <li class="li2"><strong>High ownership and visibility</strong> with direct impact on company success</li> <li class="li2">Opportunity to help shape sales strategy and GTM motion from the ground up</li> <li class="li2">Competitive compensation, meaningful equity, and strong career growth potential</li> <li class="li2">A smart, driven, and collaborative team solving real security problems</li> </ul>