About this role.
Safe is hiring an Enterprise Account Executive to develop and expand strategic enterprise accounts for its AI-driven cyber-risk platform. The role requires selling complex SaaS solutions to C-level security and technology leaders, including CISOs, CIOs, and CROs. The successful candidate will own a territory, create pipeline, manage forecasting, coordinate channel and SI partners, and lead negotiations through contract close. This is a high-intensity Series C environment that emphasizes MEDDPIC rigor, extreme ownership, direct feedback, and consistent quota attainment. The role is best suited to an experienced enterprise seller who can navigate long sales cycles, articulate cybersecurity value, and build executive-level relationships.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
5/5Pace & Pressure
5/5Autonomy Level
5/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader US market for similar roles.
Core skills
Skills and capabilities most closely associated with this opportunity.
Sample interview questions
I map each opportunity to measurable business outcomes, the economic buyer, decision criteria and process, identified pain, internal champion, and competition. I use the gaps in that map to drive next steps, improve forecast quality, and disqualify opportunities that lack a credible path to close.
I begin with account segmentation based on cyber-risk exposure, strategic initiatives, and executive priorities. I develop a multithreaded outreach plan for security, IT, risk, and business leaders, lead with a relevant point of view, and use discovery to connect the platform's value to an urgent, quantified customer problem.
I protect dedicated prospecting time while maintaining account plans for current customers that identify adoption gaps, new stakeholders, and expansion triggers. I partner closely with customer success and technical teams so renewal health, realized value, and expansion opportunities are managed as one coordinated motion.
In a complex negotiation, I aligned early on the customer's business case, approval process, and non-negotiables before presenting final commercial terms. I maintained executive sponsorship, documented mutual commitments, involved legal and procurement at the right time, and focused concessions on reciprocal value rather than discounting without a strategic return.
A reliable forecast is based on verified customer actions rather than seller optimism: confirmed business pain, access to the economic buyer, a documented decision process, validated technical fit, and mutually agreed next steps. I inspect these indicators regularly, identify risks candidly, and update close dates quickly when buyer evidence changes.
Most boards and executives are currently flying blind when it comes to cyber risk. They are guessing. At Safe, we’ve built an AI-driven engine that finally gives the C-Suite a clear, quantified, and real-time view of their security posture. We don’t just provide data; we provide certainty.
We are a $170M Series C-funded category leader. We don’t play in the mid-market; we operate at the highest levels of global enterprise. Today, we are proud to serve 10% of the Fortune 500, protecting global icons such as Apple, Netflix, AT&T, Verizon, and Victoria’s Secret.
As we scale toward our next chapter, we are looking for high-performers who want to do the best work of their careers at the intersection of AI and Cybersecurity.
The Culture Memo: Our Operating System
Safe is not a typical corporate environment. We are a high-intensity, mission-driven team. We value builders who want to define a category and work alongside people who are equally committed to excellence.
Extreme Ownership: We don’t do “not my job.” We hire people who see a gap and own the solution from start to finish.
The Elite Standard: We serve the most sophisticated companies on the planet. Our work must be bulletproof. Whether it’s a line of code or a sales deck, we aim for Tier-1 quality every time.
Methodology & Rigor: We don’t wing it. From Force Management and MEDDICC in sales to data-driven sprints in engineering, we rely on proven frameworks to stay disciplined and predictable.
Radical Candor: We move too fast for politics or sugar-coating. We value direct, honest feedback that helps us find the right answer quickly.
The Series C Hustle: We have the stability of a well-funded leader but the heart of a startup.
The Perks & Ownership:
We want our team to feel like owners because they are owners. We trust our people to manage their results and their time.
Meaningful Equity: Every “Safestar” is a shareholder. You aren’t just an employee; you are a partner in our success.
Unlimited Leaves: We don’t believe in clock-watching. We offer unlimited leave because we trust you to take the time you need to recharge while staying committed to the mission.
Comprehensive Benefits: We provide top-tier medical insurance and wellness benefits to ensure you and your family are well cared for.
Career Trajectory: We are growing aggressively. For high-performers, the path for advancement moves at the speed of your ambition.
Core Responsibilities:
- 8 years of experience of selling complex SaaS Products to C-Level Executives (CISOs, CIOs, CROs) of top enterprises
- Experience hunting and also growing accounts (land and expand model)
- Lead sales efforts within a designated territory
- Incubate and grow sales for a new cyber security platform and nurture relationships with CXOs
- Achieve sales targets on a quarter-on-quarter basis with a high degree of forecast accuracy
- Work to build an adequate sales pipeline and follow the rigors of pipeline management
- Responsible & accountable for achieving Overall Revenue Targets of the Territory
- Leverage partnerships with Channels & System Integrators (SIs)
- Oversee the proposal to contract negotiation
- Presentation & Negotiation Skills
- Excellent analytical skills and the ability to manage complexity
- Concept Selling
Essential Skills/ Qualification/ Experience:
- At least 4-6 years of selling in the IT Industry
- Ability to work closely with CIOs/CISOs/CROs of the top enterprises
- Prospecting as a lifestyle
- Command of the Message/MEDDPIC Selling Approach
- Opportunity Management/Account Management
- Ability to challenge the status quo and to create value for a revolutionary new approach
- Ability to manage ambiguity, and constant change of a start-up environment
- Ability to learn new knowledge about cyber risk management
Compensation
This position offers a competitive salary range, commensurate with experience and qualifications. The estimated base salary range is between $150,000 – $160,000 annually. In addition to base salary, the compensation package includes a comprehensive commission plan & benefits package comprising health, dental, and vision insurance, 401(k), flexible paid time off, life insurance, and opportunities for professional growth. Final compensation will be determined in part by the qualifications of the selected candidate and may be above or below this range. Salary range and benefits are subject to change and may depend on location.
Additional Information
If you’re passionate about cyber risk, thrive in a fast-paced environment, and want to be part of a team that’s redefining security, we want to hear from you! 🚀
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