Procore is seeking a MM Install and Referral Partner Manager to drive revenue growth through a dual-focus strategy: managing a robust referral partner ecosystem and executing direct sales into our Mid-Market "Install" (existing) base. In this role, you will be responsible for both the strategic development of referral channels and the clinical execution of upselling and expanding our footprint within current accounts. You will foster a culture of high performance, consistently analyzing results and refining strategies to exceed revenue objectives. This position is available as a virtual employee anywhere in the United States. What You’ll Do - Account Expansion: Actively prospect and close new product opportunities within the existing Mid-Market customer base, focusing on increasing total account value. - Full-Cycle Execution: Manage the entire sales process including qualifying inbound requests, conducting product demonstrations, solution selling, and executing service agreements. - Consultative Strategy: Develop a deep understanding of customer requirements and the competitive landscape to ensure our value proposition is effectively communicated. - Forecasting & Hygiene: Maintain accurate leads, opportunities, and account information within Salesforce.com, providing management with reliable forecasts and activity reports. Referral Partner Management - Program Architecture: Build and scale a lightweight affiliate program, managing logistical components such as payment systems and the creation of internal and external collateral. - Network Expansion: Identify, recruit, and onboard high-value referral partners while implementing engagement strategies to incentivize continued participation. - Enablement: Provide training and support to ensure partners effectively communicate our value proposition; regularly review performance and share best practices. - Pipeline Oversight: Conduct regular deal reviews to ensure successful conversions from referral-generated leads and provide detailed reporting on partner impact to leadership. What We’re Looking For - 5+ years in a revenue-generating role, specifically within B2B software sales or partner management. - Sales Prowess: Proven track record of success in consultative, solution-based selling and managing complex sales cycles. - Channel Expertise: Demonstrated ability to build and nurture external referral relationships that drive long-term business growth. - Communication: Strong presentation and interpersonal skills, with the ability to build trust with customers and influence external stakeholders. - Analytical Mindset: Proficiency with Salesforce.com and the ability to leverage data and metrics to drive decision-making. - BA/BS degree or equivalent work experience preferred. Additional Information Base Pay Range: 35.31 - 48.50 USD Annual On Target Earning Range: 122,400.00 - 168,300.00 USD Annual This role may also be eligible for Equity Compensation and/or Bonus Incentive Compensation. Procore is committed to offering competitive, fair, and commensurate compensation. Actual compensation will be based on a candidate’s job-related skills, experience, education or training, and location. For Los Angeles County (unincorporated) Candidates: Procore will consider for employment all qualified applicants, including those with arrest or conviction records, in accordance with the requirements of applicable federal, state, and local laws, including the City of Los Angeles’ Fair Chance Initiative for Hiring Ordinance, the Los Angeles County Fair Chance Ordinance for Employers, and the California Fair Chance Act. A criminal history may have a direct, adverse, and negative relationship on the following job duties, potentially resulting in the withdrawal of the conditional offer of employment: 1. appropriately managing, accessing, and handling confidential information including proprietary and trade secret information, as well as accessing Procore's information technology systems and platforms; 2. interacting with and occasionally having unsupervised contact with internal/external customers, stakeholders, and/or colleagues; and 3. exercising sound judgment.

Sr. Enterprise Account Executive Remote, US Are you an enterprise seller who wins on insight and trust rather than volume and pressure? Archer Faris is building a category at the intersection of AI and enterprise security, and we have an opportunity for a Sr. Enterprise Account Executive with the experience, credibility, and conviction to bring it to the market's most sophisticated buyers. In this role you will orchestrate complex, multi-threaded enterprise sales campaigns targeting the world's largest and most security-conscious organizations. You'll engage CISOs, CROs, Chief Compliance Officers, and their leadership teams, earning the right to challenge how they think about third-party AI risk and guiding them toward a fundamentally better approach. These are not transactional deals. They are strategic platform decisions. Every day you will work across long-cycle, multi-stakeholder opportunities, building executive relationships, aligning internal champions, navigating procurement and legal complexity, and maintaining the disciplined deal strategy that separates great enterprise sellers from good ones. You'll bring intellectual honesty to every conversation: with your prospects, with your team, and with yourself about where your deals actually stand. To thrive in this role you must be genuinely curious about the problems your buyers face, not just the features you're selling. You reason from first principles, adapt your approach to the specific dynamics of each account, and commit fully once a direction is set. You're comfortable being direct, comfortable with ambiguity, and motivated by the rare opportunity to help define how a new category gets sold at the enterprise level. Archer Faris is pioneering the world's first 100% multi-agent approach to enterprise security, starting with Third-Party Risk Management, a domain that is mission critical, deeply human, and notoriously broken. Founded by security and AI leaders from Abnormal Security, Amazon Alexa, Proofpoint, and other iconic companies, we are well-funded, emerging from stealth, and entering the market at a moment of significant tailwind. This is the kind of opportunity serious enterprise sellers wait for. The Sr. Enterprise Account Executive will drive Archer Faris's penetration into large enterprise accounts by owning complex, high-value sales campaigns from initial engagement through close and expansion. This strategic role is for a senior individual contributor who wants to have real impact on how a company goes to market, not just execute someone else's motion. Responsibilities: - Originate and orchestrate enterprise sales campaigns across large, complex accounts, managing deal sizes, multi-year relationships, and multi-stakeholder buying processes - Build and maintain executive relationships with CISOs, CROs, VPs of Third-Party Risk, Chief Compliance Officers, and procurement leadership - Map organizational complexity, identifying economic buyers, champions, blockers, and the internal dynamics that determine how decisions actually get made - Deliver compelling, tailored value narratives that connect Archer Faris's platform to each organization's specific risk posture, regulatory environment, and strategic priorities - Develop and execute sophisticated deal strategies that align stakeholder interests and accelerate decision-making without manufacturing urgency - Maintain rigorous pipeline discipline through accurate forecasting, clear opportunity briefs, and CRM hygiene that the entire revenue team can rely on - Exceed annual revenue targets while building the kind of customer relationships that generate expansion and referral - Serve as a trusted voice of the enterprise buyer internally, influencing product roadmap, packaging, and go-to-market strategy with insights your deals generate - Contribute to the written culture of the sales organization by documenting what works, naming what doesn't, and helping the team improve Required Skills and Experience: - 8+ years of enterprise SaaS sales experience with a consistent track record of closing large, complex deals - Proven ability to build and manage multi-threaded executive relationships across complex organizational structures - Deep fluency in enterprise buying processes, including procurement, legal, security review, and executive approval cycles - Experience selling into security, risk, compliance, or regulated enterprise environments - Demonstrated ability to develop and execute deal strategies for long-cycle, high-value opportunities - Direct, precise communicator in writing and in person, who earns credibility through substance rather than style - Comfort operating in an early-stage environment where the enterprise playbook is still being developed - Track record of building new territory from scratch and exceeding quota in competitive markets Preferred Skills and Experience: - Direct experience selling cybersecurity, GRC, TPRM, or AI governance solutions to Fortune 500/1000 organizations - Background in high-growth, venture-backed companies at a critical go-to-market stage - Familiarity with AI risk, third-party vendor security, and the regulatory landscape driving enterprise demand - Experience contributing to the development of enterprise sales process, methodology, or enablement - History of career progression in demanding, high-performance enterprise sales organizations - Established relationships within enterprise security, risk, and compliance communities Compensation: Base Salary + Commission: Competitive OTE + meaningful equity + benefits The compensation range posted for this position is estimated based on the needs and location of the role. An individual's unique offered compensation may be higher or lower depending on their experience and fit for the role. At Archer Faris, we believe diverse perspectives drive better security and better outcomes. We actively seek candidates from all backgrounds and experiences. We are proud to be an equal opportunity employer. Your privacy matters. All candidate data will be handled in accordance with GDPR, CCPA, and global data privacy best practices.

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.