• Inbound Leads – Respond rapidly to inbound inquiries with a consultative approach. Qualify prospects effectively, tailor solutions to their needs, and close at a very high conversion rate. Our prospects call with a clear problem and are asking for us to fix it — your role is to guide them to an outcome that relieves their pain points. • Reviving Lost Opportunities – Proactively re-engage archived or inactive leads with strategic offers (e.g., turning a declined one-time service into a recurring monthly subscription or a premium service into a more price-centric solution). • Strategic Outreach – Leverage geographic targeting to strengthen route density and optimize service efficiency in priority markets. • Customer Expansion – Conduct thoughtful post-service follow-ups to ensure extreme customer satisfaction and convert one-time customers into ongoing subscribers. • Upselling & Cross-Selling – Identify opportunities between scheduled services to recommend “top-off” treatments, enhancing convenience and lifetime customer value.

• Source your own opportunities (cold outreach, events, referrals), qualify leads, demo, negotiate, and close deals. • Build trusted relationships with security leaders (CISOs, GRC, SecOps) at mid‑market and enterprise organizations. • Consistently achieve or exceed quotas through proactive pipeline generation, sales execution, and disciplined forecasting. • Partner with Marketing, SDRs, Product, and Customer Success to refine messaging, craft winning proposals, and ensure smooth onboarding. • Share competitive intelligence, customer feedback, and product ideas to help shape our roadmap and positioning. • Leverage internal development programs and mentorship to accelerate your own progression—multiple promotions are encouraged for top performers.

Territory: Central US About Fable Security AI-driven threats and human error are today’s biggest enterprise security risks. Cybercriminals don’t hack systems—they exploit people. Human errors drive 70% of security breaches, making human behavior the primary and growing attack surface. At Fable, we believe that the right tools can convert people from targets to another layer of defense. Fable is the human risk platform that directly shapes employee behavior. Designed for simplicity and enterprise scale, our agentic platform synthesizes complex employee data, pinpoints risky behaviors, and deploys highly relevant interventions to people automatically, in real time, right where they work. Backed by Redpoint Ventures and Greylock Partners and founded by early Abnormal Security team members, Fable is solving cybersecurity’s biggest challenge in a multi-billion-dollar market. Our team includes alumni from Meta, Twitter, Flexport, Palantir, Rippling and top-tier universities like Waterloo, Columbia, Berkeley, Purdue, CMU, Stanford, UCLA, and USC. We are experiencing explosive growth, making this a career-defining opportunity to join and shape the future of security. The Role As an Account Executive, you will own the full sales cycle, from prospecting and qualification through close. You’ll leverage your hands‑on security domain knowledge to build credibility with CISO’s and security teams, drive outbound prospecting, and hit quota consistently. Key Responsibilities - Full‑Cycle Sales: Source your own opportunities (cold outreach, events, referrals), qualify leads, demo, negotiate, and close deals. - Enterprise Engagement: Build trusted relationships with security leaders (CISOs, GRC, SecOps) at mid‑market and enterprise organizations.. - Quota Attainment: Consistently achieve or exceed quotas through proactive pipeline generation, sales execution, and disciplined forecasting. - Cross‑Functional Collaboration: Partner with Marketing, SDRs, Product, and Customer Success to refine messaging, craft winning proposals, and ensure smooth onboarding. - Market Insight: Share competitive intelligence, customer feedback, and product ideas to help shape our roadmap and positioning. - Career Growth: Leverage internal development programs and mentorship to accelerate your own progression—multiple promotions are encouraged for top performers. What We’re Looking For - Experience & Progression: 3+ years in SaaS sales with at least one internal promotion or clear track record of quota attainment and career growth. - Startup & GTM Fit: Proven success in early‑stage (Seed–Series C) or high‑growth environments, with hands‑on outbound prospecting and self‑sourced pipeline. - Market Segment Expertise: Regularly sold into mid‑market enterprises; comfortable navigating multi‑stakeholder buying processes. - Tenacity & Ownership: You own your territory end‑to‑end, thrive on challenging targets, and have the grit to turn cold calls into closed‑won deals. Nice‑to‑Haves - Direct experience selling security or GRC solutions—vulnerability management, human risk, SAT, risk management, or adjacent IT infrastructure. - Familiarity with MEDDICC or other enterprise sales methodologies. - Early-stage startup experience - Established relationships within the CISO community. Why Join Us? - Competitive base + uncapped commission - Equity ownership early in your career (meaningful upside) - Rapid career progression and high visibility with leadership - A collaborative, mission‑driven culture and flexible work model The estimated salary range for this position is estimated to be $250,000 - $300,000 OTE / year. Total compensation for this position may also include Restricted Stock units, sign-on bonus and other potential future incentives. Further note that total compensation for this position will be determined by each individual’s relevant qualifications, work experience, skills, and other factors. Fable Security is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status or other characteristics protected by law.

• Expertly understands, teaches, tailors, and takes control of dental prospect sales cycles that incorporate the all of Henry Schein One’s portfolio, additional equipment and technology found in a dental practice/organization, change management, relationship management, imaging, growth and acquisition strategies • Create detailed business plans to facilitate the attainment of monthly and quarterly sales targets • Deliver value insights for multiple solutions (discoveries and demos) to prospects and existing clients (where applicable) toward securing incremental revenue • Connect dental practice/organization needs with Henry Schein One solutions to create & advance sales cycles using sales methodologies, industry insights, and commercial teaching • Unearth new sales opportunities by positioning strategic partnerships and values, networking with assigned clients through substantial and deliberate outbound communication activities • Update and maintain leads and opportunities in the CRM, including sales stage and next assigned task date • Maintain minimum daily activity with clients and prospects that generates at least 2 sales opportunities per day. (This is not realistic in all segments) • Negotiate multifaceted customer sales agreements and keep records of sales and data within Henry Schein One CRM and identified sales tools • Forecast monthly and quarterly sales to leadership • Develop valuable working relationship with Henry Schein Dental sales representatives to drive incremental business for Henry Schein One software solutions • Facilitate the resolution of complaints and issues aiming for customer contentment and the preservation of the company’s reputation