Founding Enterprise Account Executive - FL

Ocean is the first Agentic Email Security Platform built for the era of AI-powered attacks. The platform uses a network of AI agents to investigate every email in real time, analyzing behavior, validating intent, and uncovering hidden threats that traditional email security tools miss.

We are seeking an experienced Founding Enterprise Account Executive to join a fast-growing Series A cybersecurity startup. This is a high-impact role for a proven seller who knows how to build a pipeline, create executive urgency, navigate complex enterprise sales cycles, and close strategic deals with large organizations.

The ideal candidate has a strong track record selling cybersecurity solutions to Fortune 1000 enterprises, building relationships with CISOs and senior security leaders, and thriving in an early-stage startup environment where speed, ownership, and execution matter.

This person is a builder, not just a seller. They know how to create demand where none exists, educate the market, build trust with security executives, and bring structure to ambiguous sales cycles. They are comfortable selling without a massive brand behind them and know how to use insight, urgency, and executive alignment to win.

Responsibilities

• Own the full sales cycle from prospecting through close for enterprise and strategic accounts.
• Build and manage a territory plan focused on Fortune 1000 and large enterprise customers.
• Sell directly to CISOs, Deputy CISOs, CIOs, security operations leaders, risk leaders, and other executive stakeholders.
• Create and progress a qualified pipeline through outbound prospecting, executive networking, channel partners, events, and account-based selling.
• Lead discovery, business-case development, product alignment, executive presentations, and commercial negotiations.
• Partner closely with Sales Engineering, Customer Success, Product, Marketing, and Leadership to win complex enterprise opportunities.
• Accurately forecast pipeline, deal progression, risks, next steps, and close timing.
• Help shape repeatable sales motions, messaging, objection handling, and competitive positioning.
• Represent the company at industry events, security conferences, executive dinners, and customer meetings.
• Operate with urgency, accountability, and a founder-like mindset.
  
  

Requirements

• Minimum 5 years of cybersecurity sales experience.
• Proven success selling into Fortune 1000 and large enterprise accounts.
• Successful history selling to CISOs, security executives, and senior IT/security leadership.
• Prior startup experience, ideally at a Seed, Series A, or Series B cybersecurity company.
• Demonstrated track record of exceeding quota and closing six-figure or larger enterprise deals.
• Strong understanding of cybersecurity buying committees, enterprise security budgets, procurement, legal, and risk review processes.
• Ability to create a pipeline independently through strategic outbound prospecting, account mapping, referrals, partners, and executive relationships.
• Strong relationships and personal brand with channel and alliance partners.
• Comfortable selling in a category-creation or emerging-category environment.
• Strong business acumen with the ability to connect technical security challenges to business risk, operational impact, and executive priorities.
• Excellent communication, presentation, negotiation, and relationship-building skills.
• High ownership mentality with the ability to operate effectively without heavy structure or brand recognition.
  
  

Preferred Qualifications

• Experience selling solutions in areas such as email security, cloud security, identity security, exposure management, application security, security operations, data security, or AI security.
• Existing relationships with CISOs, security leaders, channel partners, and enterprise buyers.
• Experience selling through or alongside channel partners, MSSPs, resellers, or strategic alliances.
• Proven success in competitive displacement deals.
• Experience building an early pipeline and winning lighthouse customers for a startup.
• Familiarity with MEDDICC, Challenger, Command of the Message, Force Management, or similar enterprise sales methodologies.