• Develop, manage, and close a pipeline of qualified, often early-stage leads to achieve and exceed individual software quota targets. • Own the full sales cycle—from initial outreach, qualification, discovery, demo, proposal, to negotiation and close—while consistently driving new ARR. • Build deep account insights to identify pain points, goals, and expansion opportunities within existing customer organizations. • Partner closely with Customer Success, Services, Sales Engineers, and Account Development teams to ensure value realization and to uncover additional revenue pathways. • Meet regularly with customers and prospects, providing value at every interaction while managing both net-new and expansion motions. • Drive and execute expansion discussions and agreements while maintaining high customer satisfaction. • Maintain accurate account, opportunity, and forecast data within Salesforce and other internal forecasting tools. • Quickly learn new products and clearly communicate differentiated value propositions to executives and key stakeholders. • Develop strong, multi-threaded relationships with decision makers, influencers, and partners across assigned accounts. • Understand and document customer goals, decision-making processes, budgets, and timelines to support both new business and expansion opportunities. • Contribute positively to a collaborative team environment grounded in guiding principles and Diversity, Equity & Inclusion.

Role Description As an Account Executive at Token Security, you will own the full sales cycle within an assigned territory from prospecting through close. This role is ideal for a driven seller who combines strong enterprise sales execution with intellectual curiosity and the ability to collaborate deeply across Product, Marketing, and Leadership. Key Responsibilities - Pipeline Generation & Territory Ownership: - Build, maintain, and continuously refine a prioritized list of target prospects, partners, and customers within your assigned territory. - Leverage a multi-channel approach to drive consistent pipeline creation. - Regularly analyze territory performance, pipeline health, and account prioritization to maximize efficiency and impact. - Value-Based Selling & Product Expertise: - Develop deep expertise in Token Security’s platform, use cases, and differentiated value proposition. - Clearly articulate Token’s business and security outcomes to technical and executive stakeholders, including CISOs, IAM leaders, Cloud Security teams, and DevOps. - Translate customer pain points into compelling, outcome-driven solution narratives. - Opportunity Management & Execution: - Identify, qualify, validate, and advance sales opportunities through disciplined discovery and evaluation frameworks. - Lead in-depth discovery sessions, demos, proof-of-value engagements, and customer evaluations to increase win rates and deal velocity. - Develop tailored sales strategies, formal proposals, and account plans for each opportunity. - Competitive Positioning: - Identify and position Token Security effectively against competitive solutions in identity security, identity governance, and adjacent markets. - Confidently handle objections and competitive bake-offs by highlighting Token’s differentiated capabilities and measurable customer impact. - Forecasting & Deal Management: - Build and maintain a robust, accurate sales pipeline aligned with company targets. - Deliver reliable monthly and quarterly sales forecasts, with clear visibility into deal status, risks, and next steps. - Maintain strong CRM hygiene and data integrity to support predictable revenue growth. - Cross-Functional Collaboration: - Partner closely with Sales Engineering, Product, Marketing, and Customer Success to ensure strong deal execution and customer outcomes. - Provide structured feedback from the field to influence product roadmap, messaging, and go-to-market strategy. - Contribute to the development of repeatable sales processes, playbooks, and best practices as the company scales. Qualifications - Proven track record of consistently achieving or exceeding quota in a SaaS or cybersecurity sales role. - Experience managing complex, consultative sales cycles, including RFPs, security reviews, and multi-stakeholder buying committees. - Demonstrated success working with channel and technology partners in joint selling motions. - Strong understanding of identity security, identity governance, IAM, or adjacent security domains (or the ability to ramp quickly). - Exceptional written and verbal communication skills, with the ability to present confidently to both technical and executive audiences. - Strong discovery, listening, and problem-solving skills — able to assess customer challenges and design effective paths forward. - Ability to build trust and credibility across multiple levels of a customer organization, from practitioners to senior leadership. - Highly collaborative team player who thrives in fast-paced, ambiguous startup environments. Benefits - Category-defining product in a fast-growing identity security market. - High ownership and visibility with direct impact on company success. - Opportunity to help shape sales strategy and GTM motion from the ground up. - Competitive compensation, meaningful equity, and strong career growth potential. - A smart, driven, and collaborative team solving real security problems.

• Generating service agreement quotes • Selling service agreements to new and existing customers • Cultivating prospective buyers • Working closely with the Service Sales Specialists • Documenting service sales activities

• Source and close net new logos within a given territory • Navigate complex organizational structures and identify executive sponsors • Research and understand the business objectives of your customers • Collaborate with internal partners to move deals forward • Consistently deliver ARR revenue targets • Develop and execute sales strategies and tactics to generate pipeline • Provide timely and insightful input back to other corporate functions • Create ROI and business justification reports • Run tight POCs based off of business success criteria