Sales Account Executive, Mid Market

Company Overview

XBOW is redefining offensive security by building the world’s first autonomous pentesting platform, powered by AI. Traditional human-led pentesting struggles to keep pace with modern software development and an increasingly sophisticated threat landscape.

XBOW enables security teams to continuously test and harden systems using AI-driven offensive security, helping organizations reduce risk before attackers strike. Backing from Sequoia Capital and Altimeter, combined with a team behind GitHub Copilot and GitHub Advanced Security, positions XBOW to build the next generation of security infrastructure.

Role Overview

This role drives new business growth across the mid-market segment by owning a defined set of accounts and managing opportunities from discovery through close. Responsibility includes developing and executing thoughtful account strategies, building relationships with security, engineering, and executive decision-makers, and guiding customers through complex security evaluations.

Close partnership with SDRs and Sales Engineering supports qualified pipeline development and effective deal execution. Sales efforts emphasize a consultative, value-driven approach, aligning XBOW’s autonomous pentesting platform to customer risk, compliance, and business priorities.

Key Responsibilities

• Own the full sales cycle for mid-market customers, from discovery through negotiation and close
  Lead structured, consultative discovery conversations to uncover customer security challenges and priorities

• Present and demo XBOW’s autonomous pentesting platform to security, engineering, and executive stakeholders

• Manage opportunities through a defined sales process with accurate pipeline tracking and forecasting

• Partner closely with SDRs on account strategy and opportunity qualification

• Navigate multi-stakeholder evaluations, security reviews, and procurement workflows

• Share customer feedback, competitive insights, and field learnings with Product and GTM leadership

• Consistently meet or exceed quarterly and annual revenue targets

Candidate Profile

• Consultative seller with strong discovery, qualification, and closing skills

• Comfort engaging technical buyers, including security, engineering, DevOps, and GRC teams

• High level of organization and discipline with pipeline management and forecasting

• Capability to manage multiple active opportunities without sacrificing quality

• Collaborative mindset combined with personal accountability for results

• Motivation driven by customer impact and long-term value creation

Required Experience

• 3+ years of experience in B2B SaaS sales, including time in a quota-carrying closing role

• Proven success selling to mid-market customers

• Track record of meeting or exceeding revenue targets

• Experience selling technical products such as cybersecurity, DevOps, developer tools, or infrastructure software preferred

• Hands-on experience using Salesforce and modern sales engagement tools

Preferred Qualifications

• Exposure to security buying motions involving risk, compliance, or trust-based decisions

• Familiarity with pentesting, application security, vulnerability management, or cloud security concepts

• Experience working in a scaling SaaS organization

Compensation and Growth

Pay and Equity
Competitive base salary, performance-based commission, and equity participation.

Career Development
Clear opportunities for advancement within the sales organization as XBOW continues to scale.

Impact
Direct contribution to modernizing offensive security and helping teams protect critical systems.

Role Details

• Location: US Remote

• Employment Type: Full-time

Hiring Process

1. Introductory call

2. Product overview and discussion

3. Sales scenario interview focused on discovery and deal execution

4. Final interview and offer

XBOW integrates AI deeply into its product and operating model. The team values strong sales fundamentals, curiosity, and professionalism. Candidates excited to sell a differentiated cybersecurity platform in a fast-growing market are encouraged to apply.