Account Executive - NA

We're looking for an Account Executive, North America to join our Go-to-Market team and drive strategic enterprise growth across the region. You'll own the full sales cycle, from identifying new opportunities to closing complex enterprise deals, while helping organizations adopt Filigran's open-source cybersecurity platforms. This role is ideal for an entrepreneurial seller who creates opportunities rather than waits for them. You'll work closely with Solutions Engineers, Customer Success, Marketing, Product, and Partners to deliver exceptional customer outcomes and contribute to Filigran's long-term growth.

Responsibilities

Own the full enterprise sales cycle, from prospecting through negotiation and close; Build and execute a territory strategy focused on sustainable long-term growth; Generate qualified pipeline through outbound prospecting, executive networking, partner engagement, events, referrals, and creative account strategies; Develop executive relationships, build strong champions, and navigate complex buying committees; Lead strategic opportunities valued at $200K+ ARR, managing long sales cycles and multiple stakeholders; Leverage AI tools and methodologies to improve prospecting, account planning, productivity, and sales execution; Collaborate closely with Solutions Engineers, Customer Success, Marketing, Product, and Partners to maximize customer success and revenue growth; Maintain accurate forecasting, CRM hygiene, and apply MEDDIC principles to identify risks early and drive action plans; Continuously contribute to improving sales processes, best practices, and team performance

Requirements

Strong interest in AI and its applications in cybersecurity; Comfortable leveraging AI-powered tools (LLMs, copilots, automation) to improve productivity, research, account planning, and customer engagement; Minimum 5 years of experience in complex B2B enterprise software sales; Proven track record of closing $200K+ ARR new business opportunities; Experience building pipeline through outbound prospecting, executive networking, partnerships, referrals, and events; Strong ability to develop executive relationships, build champions, and navigate complex enterprise buying committees; Knowledge of MEDDIC, Challenger Sale, or similar enterprise sales methodologies; Business acumen with an understanding of today's cybersecurity landscape; Comfortable operating in a fast-paced, remote-first, and highly collaborative environment; Entrepreneurial mindset with a strong sense of ownership, accountability, curiosity, resilience, and coachability; Passionate about delivering long-term customer value beyond the initial sale; Has an entrepreneurial mindset and creates opportunities instead of waiting for them; Demonstrates a "fix it, don't complain" attitude; Is highly coachable while bringing ideas and challenging the status quo respectfully; Enjoys enabling teammates by sharing best practices and contributing to the team's success; Is resilient, adaptable, and comfortable operating in a rapidly evolving environment; Holds themselves accountable for outcomes rather than activities; Maintains high integrity and puts the customer's success first; Brings energy, curiosity, and a strong desire to continuously learn

Nice to have

French or Spanish; Strong MEDDIC experience; Previous cybersecurity sales experience

Benefits

Competitive pay + equity; Remote-first, flexible, and balanced; Your setup, your choice; Twice-a-year gatherings