Enterprise Account Executive - SoCal
Endor LabsApplication Security company
Los Angeles, United StatesMid
DFJ Growth
Lightspeed Venture Partners
Coatue
Citi Ventures
Dell Technologies Capital
Section 32
Sales & Account Management
About the role
TL;DR
Drive new business with enterprise customers in application security.
- •Endor Labs is building the Application Security platform for the software development revolution.
- •Modern software is complex and dependency-rich, making it increasingly difficult to pinpoint the risks that truly matter.
- •Endor Labs solves this challenge by building a call graph of your entire software estate—enabling teams to clearly identify, prioritize, and fix critical risks faster.
- •Key Responsibilities Own complex, multi-stakeholder enterprise deals end to end, orchestrating SAs, CS, SDRs, and Marketing to win.
- •Self-source a meaningful share of your pipeline through strategic, trigger-based prospecting—you create demand, you don't wait for it.
- •Run rigorous discovery and qualify with discipline using MEDDPICC.
- •Translate technical depth into clear business outcomes and build a credible business case tied to measurable value.
- •Manage pipeline rigorously, forecast with precision, and consistently exceed targets.
- •Requirements 5+ years of full-cycle enterprise sales experience in cybersecurity, DevOps, or developer tools.
- •A strong track record of closing multi-threaded, six-figure deals with enterprise accounts.
- •Experience in a structured, playbook-driven motion—Command of the Message, Force Management, MEDDPICC (or MEDDIC), or a comparable value-selling methodology.
- •Demonstrated over-attainment: President's Club, top-decile ranking, or a consistent record of beating quota.
- •Comfort selling to technical buyers—CISOs, Heads of Security, Engineering and Developer Productivity leaders.
Required skills
Account ManagementEnterprise SalesSalesforceHubSpot
Domain expertise
cybersecuritydeveloper-tools
Tech stack
PythonJavaScriptJavaC++GoSQLBashReactAngularNode.jsDjangoFlaskSpringExpressRuby on Rails.NETPostgreSQLMySQLMongoDBRedisElasticsearchDynamoDBAWSGoogle CloudAzureTerraformDockerKubernetesCI/CDGitHub Actions