Sales Account Executive, SMB

📋 Description

• • Are you a driven and results-oriented Sales Account Executive eager to make a significant impact in the rapidly evolving cybersecurity landscape? X-Bow Systems Inc. is seeking a talented individual to join our dynamic team as a Sales Account Executive, focusing on the Small to Medium-sized Business (SMB) market. This is a unique opportunity to be at the forefront of offensive security innovation, selling a groundbreaking AI-powered autonomous pentesting platform that is set to redefine how organizations protect their critical systems.
• • At X-Bow Systems, we are building the world's first autonomous pentesting platform, powered by cutting-edge AI. We recognize that traditional, human-led penetration testing methods are increasingly struggling to keep pace with the speed of modern software development and the ever-growing sophistication of cyber threats. Our innovative solution empowers security teams to continuously test and fortify their systems, proactively identifying and mitigating risks before malicious actors can exploit them. With strong backing from industry leaders like Sequoia Capital and Altimeter, and a team comprised of the brilliant minds behind influential products such as GitHub Copilot and GitHub Advanced Security, X-Bow Systems is poised to architect the next generation of essential security infrastructure.
• • As an SMB Account Executive, you will be instrumental in driving new customer acquisition for companies with annual revenues ranging from $100 million to $1 billion. This role is designed for a high-velocity sales professional who thrives in managing a robust book of business, expertly guiding opportunities from the initial stages of discovery all the way through to a successful close. Your primary objective will be to deliver a compelling and efficient buyer experience, ensuring that prospective clients clearly understand the immense value and transformative potential of our autonomous pentesting solution.
• • You will be engaging directly with key decision-makers and influencers within security, engineering, and technical leadership teams at high-growth companies. Your mission will be to educate them on their current security risks and demonstrate how adopting X-Bow's autonomous pentesting platform can become an integral and indispensable component of their overall security posture. Success in this pivotal role hinges on your ability to conduct deep, consultative discovery, articulate the unique value proposition of our platform with clarity and conviction, maintain disciplined pipeline management, and execute consistently on your sales objectives. You will work in close collaboration with our talented Sales Development Representatives (SDRs) and Sales Engineers, who will support you in qualifying inbound and outbound opportunities, running effective product evaluations, and efficiently closing new business.
• • Your core responsibilities will encompass owning the entire sales cycle for your assigned SMB accounts, from initial outreach and discovery to contract finalization. You will be tasked with managing a high-volume pipeline, ensuring consistent deal progression and execution. A critical aspect of your role will involve conducting insightful, consultative discovery conversations to thoroughly understand each customer's unique security challenges, their specific risk tolerance levels, and their strategic priorities. You will be responsible for presenting and demonstrating X-Bow's revolutionary autonomous pentesting platform to a diverse range of technical stakeholders, including CISOs, security analysts, engineering managers, and DevOps leads. A key skill will be your ability to clearly articulate the tangible value our platform delivers, directly linking it to measurable risk reduction, enhanced operational efficiency, and superior security outcomes for our clients. You will foster a strong partnership with SDRs, collaborating on lead qualification strategies, optimizing account coverage, and developing effective follow-up plans. Ultimately, your success will be measured by your consistent ability to meet and exceed ambitious monthly and quarterly revenue targets, contributing directly to X-Bow's rapid growth and market leadership.