About the job
At XBOW, we are revolutionizing offensive security by introducing the world’s first autonomous penetration testing (pentesting) platform, empowered by AI technology. As traditional human-led pentesting struggles to adapt to the rapid pace of software development and an ever-evolving threat landscape, XBOW empowers security teams to conduct continuous testing and fortification of their systems. Our innovative solution minimizes risks before malicious actors can exploit vulnerabilities. Backed by prominent investors such as Sequoia Capital and Altimeter, and supported by a team that contributed to GitHub Copilot and GitHub Advanced Security, XBOW is set to redefine the future of security infrastructure.
Role Overview
As a Sales Account Executive focused on the mid-market segment, you will be instrumental in driving new business growth. You will own a designated set of accounts and guide opportunities from the initial discovery phase all the way through to closing deals. Your responsibilities will include formulating and implementing strategic account plans, establishing strong relationships with security, engineering, and executive stakeholders, and assisting customers in navigating complex security evaluations.
Collaboration with Sales Development Representatives (SDRs) and Sales Engineering will be key to developing a robust pipeline of qualified opportunities and executing effective deals. Your sales approach will be consultative and value-driven, ensuring XBOW’s autonomous pentesting platform aligns seamlessly with customer risk management, compliance, and business objectives.
Key Responsibilities
- Manage the entire sales cycle for mid-market clients, from discovery through negotiation and closing. Conduct structured, consultative discovery discussions to identify customer security challenges and priorities.
- Deliver compelling presentations and demonstrations of XBOW’s autonomous pentesting platform to security, engineering, and executive stakeholders.
- Oversee opportunities within a defined sales process, ensuring accurate pipeline tracking and accurate forecasting.
- Work closely with SDRs on account strategies and opportunity qualification.
- Steer multi-stakeholder evaluations, security assessments, and procurement processes.
- Convey customer feedback, competitive insights, and field knowledge to Product and Go-To-Market (GTM) leadership.
- Consistently achieve or surpass quarterly and annual revenue goals.
Candidate Profile
- Proven consultative selling skills with a strong aptitude for discovery, qualification, and closing.
- Ability to effectively engage with technical buyers, including security, engineering, DevOps, and Governance, Risk, and Compliance (GRC) teams.

