Account Executive (Cybersecurity SaaS) - West Territory

Hypori, Inc., a high-growth cybersecurity SaaS company transforming how organizations think about secure mobility, is seeking a hunter-minded Account Executive to join its growing commercial sales team. The role involves owning net-new enterprise revenue across the West territory, targeting CISOs, CIOs, and compliance leaders in the Defense Industrial Base, financial services, and healthcare sectors.

The role reports to the VP of Commercial Sales. Regulated enterprises face endpoint challenges that MDM does not address, and CMMC 2.0 Level 2 is now a contract requirement across the Defense Industrial Base. Hypori’s platform removes the endpoint from scope, backed by 95,000+ Department of War users and certifications like IL5, FedRAMP High, NIAP Common Criteria, NSA CSfC, CMMC 2.0 Level 2, SOC 2 Type II, and HIPAA. This position helps define the commercial enterprise motion.

Responsibilities

• Build and execute a territory plan across named enterprise accounts
• Generate pipeline through outbound efforts, events, partners, and networking, targeting CISO, CIO, and compliance leaders
• Multi-thread across security, IT, procurement, legal, and business units managing contractor and BYOD access
• Understand the why behind decisions: why change, why now, why Hypori, and why not the status quo
• Conduct rigorous MEDDPICC discovery on every opportunity
• Quantify value in the buyer’s terms, including scope reduction, assessment exposure, device and VDI cost avoidance, data loss risk, and BYOD privacy
• Qualify leads early, adhere to stage exit criteria, and forecast accurately in Salesforce
• Lead proof-of-value engagements with solution engineers against success criteria, building mutual action plans with champions
• Drive security reviews, procurement, and negotiation to close 6- and 7-figure multi-year deals
• Expand across business units, contractor populations, and supply chains

Qualifications

• 3–5 years of quota-carrying cybersecurity sales experience
• Consistent attainment against a $700K – $1M+ annual new business ARR quota
• Experience selling to CISOs, CIOs, or senior IT and security leaders
• MEDDPICC or MEDDIC experience; be prepared to discuss past wins and losses
• Track record of closing complex, multi-stakeholder deals with 6–12 month sales cycles
• Strong Salesforce and pipeline management skills
• Location: Austin, Texas or the West Coast, supporting clients across Central, Mountain, and Pacific time zones with up to 40% travel to customer sites and events

Who You Are

• Speed: Urgency-driven, action-oriented mindset
• Focus: Prioritizes high-impact deals and accounts
• Extreme ownership: Full accountability for outcomes
• Accountability: Reliable, proactive, and transparent about progress
• Coachability: Open to feedback and continuous improvement
• Humility: Acknowledges gaps in knowledge and seeks solutions
• Creativity: Innovative approaches to account access and deal progression

Preferred Attributes

• Technical credibility: Builds trust with CISOs before involving solution engineers
• Endpoint and access security expertise: Knowledge of MDM, UEM, MAM, mobile threat defense, EDR, enterprise browser, VDI, DaaS, and ZTNA
• Regulated industries experience: Familiarity with HIPAA, FFIEC, SEC, SOC 2, and third-party risk management
• Compliance frameworks: Working knowledge of CMMC 2.0 and NIST SP 800-171, or ability to learn quickly
• Identity and integration: SSO, SAML, conditional access, Entra ID, Okta, and SIEM integration
• Experience in the Defense Industrial Base (DIB), including CMMC 2.0, NIST SP 800-171, and DFARS
• Relationships with security leaders in defense contractors, banks, or health systems
• Prior work at an endpoint security, enterprise browser, ZTNA, or compliance vendor
• Military service or Department of War civilian experience