[Hiring] SMB Account Executive @Truffle Security

Role Description

We’re looking for an experienced and driven SMB Account Executive (AE) to join our growing sales team at Truffle Security. In this role, you’ll own the full sales cycle from qualification to close, selling to small and mid-sized businesses across fast-growing software companies and tech-enabled organizations. Your focus will be driving net-new ARR, delivering value-based pitches, and helping prospects reduce risk through better identity protection.

• Own the entire sales process from identifying new opportunities to closing deals, ensuring a seamless customer experience
• Build and manage a robust pipeline of qualified opportunities, with self-generated outbound prospecting efforts as well as inbound leads, to exceed sales targets
• Conduct deep discovery calls to understand prospects’ needs, challenges, and goals, positioning Truffle Security’s solutions to solve their pain points
• Partner with Solutions Architects to provide product demos, align technical solutions with customer requirements and to facilitate successful proof-of-concepts (POCs)
• Develop tailored proposals and manage contract negotiations with key decision-makers
• Collaborate closely with Marketing to nurture prospects and develop targeted outreach campaigns for customer acquisition
• Partner with Customer Success to drive upsell and expansion opportunities with customers
• Maintain accurate and up-to-date pipeline information in our CRM (Salesforce) and provide regular updates to sales leadership on progress towards goals

Qualifications

• 2+ years of experience in a quota-carrying Account Executive role, with experience selling to SMB or mid-market customers
• Proven track record of exceeding quotas while managing complex sales cycles
• Strong understanding of technical sales and the ability to communicate the value of cybersecurity solutions to technical and non-technical audiences
• Excellent written and verbal communication skills, with the ability to influence and build relationships with senior stakeholders
• Highly organized with strong forecasting discipline and CRM hygiene
• Measurable success in building and managing a qualified pipeline and a self-driven, hunter mindset
• A collaborative and team-oriented approach to winning deals, and the ability to build meaningful relationships throughout the sales process

Bonus points

• Knowledge of open-source, DevOps, or AppSec software
• Prior cybersecurity sales experience
• Previous experience in a startup or high-growth SaaS company

Salary range

The target base salary range for this position is between $70,000 to $80,000 for candidates in the United States. This position spans multiple levels. The total compensation for this role includes sales commission, with on-target earnings of $140,000-$160,000. Starting salary will vary based on job-related skills, knowledge, and experience. Leveling will be determined during the interview process. You may also be offered a bonus, stock options, and benefits. These salary ranges are subject to change, and we encourage candidates outside of this salary range to apply.

Benefits

• Fully remote within the U.S. – We believe opportunity shouldn’t be limited by geography.
• A culture of mentorship, equity, and psychological safety – We’re committed to fostering an environment where you can thrive, learn, and feel valued.
• Competitive salary & meaningful equity – Be rewarded for your contributions with a strong compensation package and a stake in our shared success.
• Flexible paid time off – We operate with a high level of autonomy and trust.
• 14 paid holidays – Including Thanksgiving, Winter Break, and "Truffle Holidays".
• Comprehensive health benefits – Medical, dental, and vision coverage with 80% of premiums covered for you and your dependents.
• Remote work stipend – Get set up for success with an $800 new hire stipend and $100/month.
• Health & wellness stipend – $1,200/year to support your physical, mental, and emotional well-being.
• Learning & development stipend – $2,000/year to invest in your growth.
• 401(k) match – We match 100% of the first 6% of your contributions on every paycheck.
• 100% remote + company off-sites – Twice a year, we come together in amazing locations.