Mid-Market Account Executive
Job Description
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About the Role:
As a Mid-Market Account Executive at Teleport, you will own the full sales cycle for mid-sized organizations looking to secure their infrastructure in an AI-driven world. Teleport unifies identity across humans, machines, workloads, and AI agents — replacing fragmented, credential-based access with a hardware-rooted, cryptographic identity layer that scales zero trust across cloud and on-prem environments. You'll work closely with Sales Engineering, Account Development and Marketing to identify, qualify, and close new business, building a repeatable, high-velocity motion across a defined territory or vertical. This role is ideal for a driven, autonomous seller who thrives on prospecting and closing deals in a fast-paced, high-growth environment — while helping customers eliminate credential sprawl, reduce identity-based attack surface, and prepare their infrastructure for the demands of agentic AI.
What You'll Do:
- Communicate effectively with Engineering, InfoSec teams, and business stakeholders.
- Develop a territory plan and relentlessly execute against it in order to exceed your quota.
- Understand the nuances of selling open source technology.
- Help us foster our open source community and grow our commercial offering.
- Identify and excite champions at your key accounts so they become your executive sponsors.
- Navigate complex deals involving several stakeholders across engineering and InfoSec without coming across as "Salesy."
- Mentor our Sales Development Reps. You will collaborate with them in order to break into your target accounts.
- Strong listening and storytelling skills.
What We're Looking For:
- 3+ years of quota attainment at a software startup in the infrastructure, security, open source space
- 1+ year experience working at a growing start up selling to scaling AI, fintech or e-commerce companies
- Experience in articulating the value of a product, aligning with the specific needs and compliance requirements amongst complex organizations
- Humility, curiosity, resilience, and a sense of humor.
- You're not afraid of prospecting.
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Teleport
View Company ProfileTeleport (operating at goteleport.com, originally Gravitational) is an open-source, identity-native infrastructure access and zero-trust security platform engineered to secure servers, Kubernetes clusters, databases, internal web applications, and AI workloads across multi-cloud and edge environments. Founded in 2015 by Ev Kontsevoy, Alexander Klizhentas, and Taylor Wakefield and headquartered in Oakland, California, Teleport replaces traditional VPNs, static SSH keys, and legacy privileged access management (PAM) tools with cryptographic, short-lived identity certificates. Moving beyond credential rotation and perimeter defense, Teleport provides passwordless access bound to hardware security enclaves, fine-grained access proxies, and kernel-level eBPF audit recording. Under the hood, its architecture issues ephemeral x509 and SSH certificates tied to single sign-on (SSO) identity providers like Okta and Entra ID, enforces just-in-time (JIT) access workflows, and captures tamper-evident session recordings for stringent SOC 2, FedRAMP, and HIPAA compliance. What sets Teleport apart is its zero-trust unified access plane that enforces the principle of least privilege (PoLP) across human engineers, machine workloads, and autonomous AI agents—securing multi-trillion-dollar production environments for global enterprises like IBM, NASDAQ, and Ticketmaster.
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