Location: San Francisco, CA (relocation supported) Work model: Onsite (5 days/week); occasional flexibility as needed Industry: B2B SaaS (Developer Tools / AI infrastructure; selling to technical stakeholders such as Heads/VPs of Engineering) Compensation: Base $100,000–$150,000 + uncapped commission (target 2x OTE based on performance and plan). Equity may be offered. About the Company Our partner is a seed-stage B2B SaaS startup building a technical product used by engineering teams. They recently launched a self-serve motion and are now scaling a sales-assisted motion alongside it—converting high-intent inbound users and building repeatable outbound while formalizing playbooks. The Opportunity This is a Founding, full-cycle AE role with real ownership over the sales process. The near-term focus is closing repeatable deals (often mid-market; typical cycles can be ~3–4 weeks including sandbox trials), not hiring a “strategic enterprise” rep for $500K+ deals from day one. You’ll sell consultatively to technical buyers, run clean evaluations, and help translate product value into outcomes engineers care about—without relying on hype or aggressive selling. Responsibilities - Own the full sales cycle: discovery → evaluation/sandbox → technical validation → close. - Convert qualified self-serve users into sales-assisted opportunities; drive trials and decision-making. - Build pipeline via targeted outbound in parallel with inbound conversion. - Multi-thread deals, map stakeholders, manage timelines, and maintain accurate forecasting. - Communicate technical concepts clearly (APIs, integrations, workflows) and partner with technical teammates as needed. - Document and refine playbooks: ICP, qualification, objection handling, evaluation criteria, and repeatable messaging. Requirements - 3+ years of quota-carrying closing experience (AE or equivalent). - Experience selling to technical stakeholders and comfort discussing APIs/technical workflows at a practical level. - Track record of consistent execution in a fast-moving environment (pipeline creation + closing discipline). - Strong communication and follow-through; professional, buyer-respectful approach. - Ability to work onsite in San Francisco (relocation supported). - Eligible to work in the U.S. (work authorization requirements will be discussed during the process). Nice to have - Devtools/infra background or selling products used by engineering teams. - Engineering education/background (preferred but not required). - Early-stage experience building process from scratch.

Territory: NYC 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.

• Utilize healthcare and prescription benefit management sales expertise to grow the business • Lead the account as the quarterback by ensuring overall client happiness through collaboration • Deliver quarterly and annual reporting to clients on drug trend and financial performance • Execute client renewals by creating positive relationships and identifying client needs

Company Description Nexthink is the leader in digital employee experience management software. The company provides IT leaders with unprecedented insight allowing them to see, diagnose and fix issues at scale impacting employees anywhere, with any application or network, before employees notice the issue. As the first solution to allow IT to progress from reactive problem solving to proactive optimization, Nexthink enables its more than 1,200 customers to provide better digital experiences to more than 15 million employees. Dual headquartered in Lausanne, Switzerland and Boston, Massachusetts, Nexthink has 9 offices worldwide. Job Description Nexthink is expanding into Japan, and we are seeking a highly motivated and experienced sales professional to be part of our founding team. This role presents a unique opportunity to introduce Nexthink's Digital Employee Experience (DEX) solutions to the Japanese enterprise market. If you have a strong background in technology sales and a passion for helping businesses enhance employee experiences, we invite you to apply. Key Responsibilities: - Drive Business Growth - Develop and execute a strategic sales plan to establish Nexthink in Japan's enterprise market. - Foster Strong Client Relationships - Engage with key stakeholders at large enterprises, understanding their needs and offering consultative solutions. - Enhance Market Presence - Represent Nexthink at industry events, networking opportunities, and conferences to promote brand awareness. - Work Collaboratively - Partner with marketing, pre-sales, and professional services teams to drive customer success. - Achieve Sales Targets - Meet and exceed quarterly and annual sales goals through effective account management and business development. - Be Part of a Strategic Expansion - Play a key role in establishing Nexthink's footprint in Japan and shaping our growth strategy. - Innovative Technology - Work with a market-leading platform that is revolutionizing the way enterprises enhance digital experiences for employees. - Career Growth & Development - Opportunities for professional growth in an exciting, fast-growing company with a strong global presence. - Work in a Collaborative and Respectful Environment - Join a team that values integrity, teamwork, and mutual respect. Qualifications - 5+ years of experience in enterprise software sales with a proven track record in Japan's IT sector. - Experience in SaaS or IT infrastructure solutions with the ability to articulate complex technological value propositions. - Strong relationship-building skills - adept at working with senior executives and navigating enterprise sales processes. - Deep understanding of the Japanese business culture - ability to engage with clients in a manner that respects local business customs and decision-making hierarchies. - Proficiency in Japanese (native or fluent) and business-level English for effective communication with global teams. - Experience working with partners and channel sales models within Japan's enterprise technology ecosystem. #LI-Hybrid Additional Information We are the pioneers and trailblazers of a global IT Market Category (DEX) that is shaping the future of how the world works, giving our customers' IT Teams total digital visibility across their enterprise. Our innovative solutions integrate real-time analytics, automation, and employee feedback across all endpoints. This enables our IT teams to solve complex technical challenges, create ever more productive workplaces, and deliver happy, satisfied employees in the digital workplace. With over 1000 employees across 5 continents, Nexthink operates as One Team, connecting, collaborating and innovating to continuously grow. We call our employees 'Nexthinkers' and our commitment to diversity, inclusion, and equity is second to none. We currently have over 75 nationalities working with us, from all cultures and backgrounds, speaking many different languages. If you are looking for a change and like a nice atmosphere, lots of challenges, and having fun while working, this is a great opportunity for you! Check what we offer: - Permanent Contract and a competitive compensation package. - Hybrid work model balancing office and remote work, with a structured approach for new hires to foster connections and onboarding. - Top-up medical insurance, plus Life & Accident insurance. - Flexible Hours and very good vacation plan, plus 3 company-paid volunteer days. - Commuting allowance. - 16 weeks of fully paid leave for primary caregivers and 6 weeks of fully paid leave for secondary caregivers. - Free access to professional training platforms to explore your interests and enhance your skills. - Bonuses for referring successful hires after three months of continuous employment.