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Enterprise Account Executive

About the Role

 

The question isn't if they get in. It's what they leave with.

 

Confidencial is the unstructured data protection layer in defense-in-depth—the last line of defense, inside and out. We differentiate ourselves by focusing on data protection and selective encryption of data down to the field and cell level - we don't protect perimeters, we protect the data itself at rest, in transit, and in use with some of the world’s largest organizations who are looking to be regulator-compliant, AI, and post quantum ready. 

 

We're looking for an Enterprise Account Executive with a background in cybersecurity who can build relationships, develop and manage a strategy and book of business, and drive consistent revenue. Successful candidates will report to the VP of Sales and Alliances (Adam Draper) and will work closely with Solutions Consultants, key members of the Executive team, and partners to drive revenue and sell compelling solutions in a fast-paced environment.

 

This is a remote role with successful candidates based within the United States.
 

Territory

Named accounts within highly regulated industries where data exposure carries legal, regulatory, and reputational consequences.

 

Our primary focus is currently but not limited to:

  • Legal & Law Firms 

  • Pharmaceuticals & Life Sciences

  • Healthcare 

  • Financial Services 

  • Additional enterprise accounts as assigned

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Key Responsibilities​​

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Full Sales Cycle Ownership

All sales functions from prospecting to close — business development, discovery, demos, negotiation, and signature. 

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Outbound Prospecting & Pipeline Generation

Develop and advance relationships with C-level stakeholders — CISOs, CIOs, IT Directors, and Compliance leads — through targeted outreach, events, and referral networks.

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Technical Consulting & Solution Selling

Understand a client's risk profile. Translate it into a technical solution. Run high-quality pitches and product demos that connect Confidencial's data-level protection to the buyer's specific threat model. 

 

Strategic Account Planning

Map your territory. Identify the right accounts, the right entry points, and the right sequence. Build and execute account plans that drive meaningful pipeline and revenue within named accounts.

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Internal Collaboration

Work closely with Sales Engineering, Marketing, and Customer Success to deliver a seamless buying experience. You set the tone for the customer relationship — onboarding included.

 

Pipeline & CRM Discipline

Maintain accurate, up-to-date forecasts in HubSpot CRM. Track activity, pipeline, and KPIs with precision — LinkedIn Sales Navigator, Hubspot, Claude, and other AI tools, and any other tools in the stack.

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Required Qualifications & Skills

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Experience

  • 3–7 years of B2B SaaS or enterprise software sales in cybersecurity

  • At least 2 years specifically in cybersecurity, compliance, or IT infrastructure

  • Consistent track record of hitting or exceeding annual and quarterly quotas

 

Technical Acumen

  • Working knowledge of the cybersecurity landscape: SaaS security, cloud security, DLP, endpoint, network, and data protection

  • Ability to engage confidently with technical buyers — architects, security engineers, IT directors — without relying entirely on a Solutions Consultant.

  • Comfort discussing risk management frameworks, compliance requirements (HIPAA, GLBA, NYDFS, GDPR), and threat models

 

Sales Methodology

  • Proficiency in structured sales frameworks: MEDDIC, SPIN, Challenger, or equivalent

  • Strong consultative selling skills 

  • Proven ability to navigate complex, multi-stakeholder enterprise cycles

 

Communication & Relationship Skills

  • Clear, direct communicator — with technical and non-technical audiences alike

  • Good business writing skills

  • Credible at the executive level; comfortable in a boardroom and a security architecture review

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Why Confidencial

 

Confidencial is a fast-growing, disruptive technology that is currently working with some of the world’s largest Pharmaceutical, Legal, Financial Services, and Professional Sports Leagues. We are seeing strong growth in our pipeline, and Confidencial fills gaps left by other vendors in the marketplace. In a world where AI readiness and post-quantum computing are keeping CISOs up at night, Confidencial has a compelling story and solutions that set us apart.

 

The technology is differentiated.

Confidencial's roots are in DARPA-funded research at SRI International. The approach — protection embedded in the data itself, not the perimeter — leapfrogs the classification, DLP, and DSPM stack. You're not selling another tool in an already overcrowded category. You're selling a structural shift.

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The environment moves fast.

We're in a high-growth phase. Decisions get made quickly, feedback loops are short, and your wins have a direct line to the company's trajectory. You'll have support — Sales Engineering, Marketing, Customer Success — but you'll also have room to build.

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Compensation & Benefits​

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  • Base Salary: $120,000 annually ($240,000 OTE)

  • Variable Compensation: $120,000 at 100% quota attainment — paid quarterly with accelerators

  • Commission: Uncapped. Overachievement is rewarded, not penalized

  • Equity: Stock options commensurate with experience

  • Benefits: Comprehensive health, dental, and vision coverage

  • Work model: Remote-first — work from anywhere in the US

  • Professional development budget and ongoing sales training

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