Enterprise Account Executive, TOLA

An emerging unified exposure management platform is hiring an Enterprise Account Executive to lead sales in the Texas region. This fast-growing SaaS company helps security teams manage application, infrastructure, and AI-related exposures from a single pane of glass—consolidating data from multiple tools instead of requiring vendors to build new scanners.

The role is based in Dallas, Houston, or Austin and offers the opportunity to build territory from the ground up with existing pipeline and partner relationships. The ideal candidate balances field presence—taking partners and clients to meetings and events—with disciplined desk work to close deals and manage the sales cycle. You'll work within a MEDDIC sales framework and partner closely with a channel-driven go-to-market model where 90+ percent of deals come through resellers and integrators.

This is a chance to join a venture-backed company scaling rapidly under strong leadership. The platform recently launched AI Exposure Management capabilities and is investing heavily in product innovation. Deal sizes typically range from $100,000 to $1.5 million for enterprise customers, with an average around $200,000.

Key Responsibilities

• Manage the full enterprise sales cycle in an assigned territory, from pipeline development through deal close, following a structured MEDDIC framework
• Build and maintain relationships with channel partners, including resellers and integrators, taking them to client meetings, events, and social activities
• Execute a balanced travel schedule: midweek trips to meet prospects and partners, with desk time on Mondays and Fridays for pipeline management and deal documentation
• Convert opportunities through disciplined follow-up and proper sales hygiene, ensuring deals move through qualification, needs analysis, proposal, and negotiation stages
• Collaborate with Solutions Engineers and Customer Success to support deals and accelerate close timelines
• Manage pipeline accurately and maintain forecasting discipline within the sales organization

Key Requirements

• Proven track record in enterprise SaaS sales with experience closing deals in the $100K+ range
• Background in application security (AppSec), vulnerability management, or related software security domains
• Demonstrated ability to build and work effectively with channel partners and resellers
• Comfort with a field-heavy sales role that combines relationship building with rigorous desk execution
• Self-directed and able to manage a territory with minimal oversight while maintaining discipline on process
• Understanding of application development and software security practices (not network security focus)
• Experience selling into the mid-market or enterprise segment
• Familiarity with SaaS sales models and subscription metrics