About this role.
Infisical is hiring a Commercial Account Executive to win net-new commercial customers for its open-source security infrastructure and secrets-management platform. The role owns the full sales cycle, from prospecting and product demonstrations through closing, adoption, and expansion opportunities. It requires consultative software sales experience with technical stakeholders and the ability to navigate engineers, directors, and executive buyers. The hire will help establish scalable sales processes and CRM practices while partnering closely with the CEO and engineering team. Candidates must be based in or willing to relocate to San Francisco or Austin.
Role DNA
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Job Complexity
4/5Pace & Pressure
5/5Autonomy Level
5/5Communication Load
5/5Salary analysis
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Core skills
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Sample interview questions
I would first understand their current workflow, security risks, operational burden, and compliance requirements. I would then connect Infisical’s centralized secrets management, certificate support, and privileged-access capabilities to measurable outcomes such as reduced credential exposure, faster developer workflows, and stronger auditability, using a tailored technical demonstration and proof-of-value plan.
I would define the ideal customer profile, buying personas, qualification criteria, sales stages, exit criteria, and core metrics such as conversion, cycle length, and pipeline coverage. I would configure the CRM around those stages, create repeatable discovery and demo assets, review results weekly, and refine the process based on win-loss insights and customer feedback.
I create a stakeholder map early, identify each person’s priorities and influence, and build a mutual action plan with clear owners and dates. I tailor the message for each audience while maintaining a consistent business case, actively validate technical requirements with engineers, and keep the executive sponsor aligned on outcomes, risks, and timeline.
I would monitor adoption, usage patterns, customer growth, new teams, and security initiatives through regular account reviews. Once the initial implementation is delivering value, I would identify adjacent needs such as additional environments, certificates, privileged access management, or broader organizational deployment, then present expansion as a solution to a documented customer objective rather than as a standalone sales push.
I would diagnose the stall directly by reconnecting with the champion and asking what changed in priority, budget, technical fit, or decision process. Based on the answer, I would re-establish the business case, bring in the right technical or executive resource, address outstanding risks, and agree on a concrete next step with a date rather than relying on vague follow-up.
Infisical is the open source security infrastructure platform that engineers use for secrets management, certificates, and privileged access management. We help developers and organizations securely manage billions of secrets every month including application configuration, database credentials, certificates, and more.
We’ve raised $19M from Y Combinator, Google, and Elad Gil, and our customers include Hugging Face, Lucid, and LG.
Join us on a mission to make security easier for all developers — starting with secrets management. We’re looking to hire exceptional talent to join us in building the open source security infrastructure stack for the AI era.
About the role
As a Commercial Account Executive, you’ll be responsible for growing the customer base and closing net-new logos for Infisical’s secrets management platform. We are building the #1 open-source security infrastructure stack, and you will play a defining role in growing it!
You will be working closely with our CEO and the rest of the team on:
Understanding and demonstrating our products to prospects.
Developing, managing, and closing business within accounts in our commercial accounts segment.
Driving the sales cycle from prospect to close and ensuring adoption and consumption of our products.
Collaborating with the engineering team to define customer requirements and communicate timelines.
Identifying current customers with upsell and cross-sell opportunities.
Using innovative sales tools to map, prospect, follow and close your accounts.
Overall, you’re going to be one of the defining pieces of our team as we scale to thousands of customers over the next 18 months.
Requirements
Experience selling software to a technical audience (bonus: knowledge and experience with open source, security, and/or infrastructure sales)
Demonstrated experience in scaling sales operations from the ground up, including setting up sales processes, and CRM systems.
Credibility, and ability to craft compelling cases for change.
Experience in navigating multi-stakeholder sales (e.g., IC engineer, director, executive leadership).
Based in or willing to relocate to San Francisco, CA or Austin, TX.
Team, values & benefits
Our team brings experience from companies like Databricks, AWS, Red Hat, and more. We operate primarily as a remote team, but maintain a strong presence in San Francisco, where we have an office. We also get together in person throughout the year for off-sites, conferences, and team gatherings.
At Infisical, we offer competitive compensation, including both salary and equity options. Additional benefits, such as a lunch stipend and a work setup budget, are available with more details to be found on our careers page.
Annual salary information is not provided for this position. Explore salary ranges for similar roles in our Salary Directory ›
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