[Hiring] Account Executive @Lema AI

Role Description

We are seeking an elite, high-velocity Account Executive to join our founding sales team. Reporting directly to the CEO (while we actively recruit our VP of Sales), you will focus on hunting and closing mid-market (1K-10K employee) and enterprise (10K+) accounts.

This is not a role for someone who wants to inherit a perfect system. You will be actively contributing to our broader go-to-market efforts—from iterating on the playbook and shaping ROI business cases to generating new sales collateral.

What You'll Do

• Hunt and Close: Own the full sales cycle from proactive pipeline generation to six-figure deal closure.
• Run the POC Motion: Drive technical wins by understanding core cybersecurity concepts, managing technical stakeholders, and executing tight 30-90 day Proof of Concepts.
• Map Complex Orgs: Navigate enterprise accounts, identify key decision-makers (CISOs, CIOs, Head of Risk), and build consensus across multiple influencers.
• Build the Engine: Act as a self-starter who is comfortable with ambiguity; create your own outreach strategies, target lists, and sales collateral.
• Qualify Ruthlessly: Use discovery to uncover true pain points and exercise sharp judgment on when to push forward, pivot, or disqualify an opportunity.

Qualifications

• 6+ years of total B2B sales experience, with at least 4+ years specifically as an AE selling B2B mid-market or enterprise cybersecurity.
• Post-Series A cybersecurity startup experience. You know what it takes to build the plane while flying it.
• A proven track record of sourcing your own pipeline and hitting quota without relying entirely on inbound marketing.
• Strong technical aptitude to hold credibility—the "challenger" approach—with highly technical security buyers.

Requirements

• Compensation Structure: $300K-$350K OTE (50/50 split) + equity

Who You Are

• Unrelenting Hunter: You are persistent in prospecting and do not get discouraged by rejection.
• Scrappy & Resourceful: You make a big impact with lean resources and have the hustle to try different channels until you get traction.
• Tactful Operator: You are highly skilled in navigating sensitive stakeholder discussions and complex negotiations.
• Smart & Intuitive: You are quick on your feet, can grasp technical nuances, and instantly adapt your messaging to the room.
• Western US based: California, Denver, Phoenix, Las Vegas or Seattle.

Benefits

• Compensation Structure: $300K-$350K OTE (50/50 split) - based on experience
• Employee Stock options grant
• Unlimited PTO
• 401k
• Health Benefits