[Hiring] Commercial Account Executive @Thoropass

Role Description

Thoropass is hiring a Commercial Account Executive to help drive the next phase of our growth. We’re looking for someone who knows how to create opportunity, navigate complex sales cycles, and thrive in a fast-moving environment. This is a highly entrepreneurial role for an AE who enjoys building pipeline, owning their territory, and helping shape how a scaling sales organization grows.

Thoropass sells mission-critical security and compliance solutions to growth-stage and mid-market companies. Our buyers include CFOs, CTOs, Heads of Security, and executive leadership teams. These are thoughtful, risk-aware buyers who expect clarity, strong business cases, and a trusted partner throughout the buying process.

Success in this role requires a mix of curiosity, adaptability, strong commercial instincts, and disciplined execution. You’ll be responsible for generating meaningful pipeline, managing complex opportunities, and helping turn momentum into predictable revenue.

What You’ll Own

• Pipeline Generation
  • This is not a purely inbound closing role. Pipeline creation is a core part of the job and a key driver of success.
  • Build and maintain healthy pipeline coverage against quota.
  • Self-source 60–75% of pipeline through strategic outbound efforts.
  • Identify and act on trigger events (fundraising, enterprise deals, compliance deadlines, growth milestones).
  • Develop thoughtful outbound messaging and territory strategies.
  • Partner closely with SDRs, Partnerships, and Marketing to maximize opportunities across channels.
• Running Strong Sales Cycles
  • Lead thoughtful discovery and qualification using MEDDPICC (or similar frameworks).
  • Build relationships with economic buyers, champions, and cross-functional stakeholders.
  • Guide prospects through technical, operational, and financial evaluation.
  • Maintain clear next steps, momentum, and forecast visibility throughout the sales cycle.
• Managing Complex Buying Committees
  • Our deals often involve Security, Finance, IT, and executive stakeholders.
  • Multi-thread relationships across the organization.
  • Align stakeholders around business impact and urgency.
  • Drive Mutual Action Plans in late-stage opportunities.
  • Navigate complexity with confidence and adaptability.
• Helping Us Scale
  • We value AEs who think beyond their own territory and contribute to the broader evolution of the sales organization.
  • Share learnings from wins and losses.
  • Help refine messaging, outbound approaches, and sales processes.
  • Bring ideas that improve how we generate pipeline and close business.
  • Contribute to a high-accountability, high-growth team culture.

What Success Looks Like

• Strong self-generated pipeline.
• Consistent execution against revenue targets.
• Accurate forecasting and healthy deal progression.
• Strong engagement across multiple stakeholders in active deals.
• High-quality pipeline hygiene and opportunity management.
• A proactive, ownership-driven approach to growth.

Required Experience

• 5+ years of SaaS, IT Services/Consulting sales experience.
• Proven success generating self-sourced pipeline.
• Experience selling into CFO, Security, IT, or technical buyers.
• Experience managing complex, multi-stakeholder sales cycles.
• Strong written communication and follow-up discipline.
• Comfort operating in evolving, high-growth environments.

Preferred

• Compliance, cybersecurity, or GRC experience.
• Experience scaling within a growth-stage SaaS company.
• Experience in outbound-driven sales environments.
• Familiarity with structured qualification methodologies (MEDDPICC, Challenger, etc.).

Compensation & Benefits

• $250–$300k OTE + equity.
• Exceptional health, dental, and vision care.
• Early equity in a fast-growing company.
• Remote/Work from home model.
• Unlimited PTO.

Equal Opportunity

Thoropass provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.

Even if you feel you don’t meet every requirement, consider applying! Thoropass acknowledges the research which shows that women and people of color are less likely to apply for jobs when they don’t meet all of the stated qualifications. However, we’re looking for authentic innovators to blaze new trails and you just may be the right person for this or another role.