Account Executive

Company: Token Security

Stage: Early-stage, high-growth cybersecurity startup

About Token Security

Token Security is redefining identity security by delivering complete visibility, deep context, and direct remediation for non-human identities and AI agents. We’re building a category-defining company and are looking for high-caliber sales professionals who want to make a meaningful impact, help shape the go-to-market motion, and grow with the business.

The Role

As an Account Executive at Token Security , you will own the full sales cycle within an assigned territory from prospecting through close. This role is ideal for a driven seller who combines strong enterprise sales execution with intellectual curiosity and the ability to collaborate deeply across Product, Marketing, and Leadership.

Key Responsibilities

Pipeline Generation & Territory Ownership

• Build, maintain, and continuously refine a prioritized list of target prospects, partners, and customers within your assigned territory.
• Leverage a multi-channel approach to drive consistent pipeline creation.
• Regularly analyze territory performance, pipeline health, and account prioritization to maximize efficiency and impact.

Value-Based Selling & Product Expertise

• Develop deep expertise in Token Security’s platform, use cases, and differentiated value proposition .
• Clearly articulate Token’s business and security outcomes to technical and executive stakeholders, including CISOs, IAM leaders, Cloud Security teams, and DevOps.
• Translate customer pain points into compelling, outcome-driven solution narratives.

Opportunity Management & Execution

• Identify, qualify, validate, and advance sales opportunities through disciplined discovery and evaluation frameworks.
• Lead in-depth discovery sessions, demos, proof-of-value engagements, and customer evaluations to increase win rates and deal velocity.
• Develop tailored sales strategies, formal proposals, and account plans for each opportunity.

Competitive Positioning

• Identify and position Token Security effectively against competitive solutions in identity security, identity governance, and adjacent markets.
• Confidently handle objections and competitive bake-offs by highlighting Token’s differentiated capabilities and measurable customer impact.

Forecasting & Deal Management

• Build and maintain a robust, accurate sales pipeline aligned with company targets.
• Deliver reliable monthly and quarterly sales forecasts , with clear visibility into deal status, risks, and next steps.
• Maintain strong CRM hygiene and data integrity to support predictable revenue growth.

Cross-Functional Collaboration

• Partner closely with Sales Engineering, Product, Marketing, and Customer Success to ensure strong deal execution and customer outcomes.
• Provide structured feedback from the field to influence product roadmap, messaging, and go-to-market strategy.
• Contribute to the development of repeatable sales processes, playbooks, and best practices as the company scales.

Qualifications & Experience

• Proven track record of consistently achieving or exceeding quota in a SaaS or cybersecurity sales role.
• Experience managing complex, consultative sales cycles , including RFPs, security reviews, and multi-stakeholder buying committees.
• Demonstrated success working with channel and technology partners in joint selling motions.
• Strong understanding of identity security, identity governance, IAM, or adjacent security domains (or the ability to ramp quickly).
• Exceptional written and verbal communication skills, with the ability to present confidently to both technical and executive audiences.
• Strong discovery, listening, and problem-solving skills — able to assess customer challenges and design effective paths forward.
• Ability to build trust and credibility across multiple levels of a customer organization, from practitioners to senior leadership.
• Highly collaborative team player who thrives in fast-paced, ambiguous startup environments.

Why Join Token Security?

• Category-defining product in a fast-growing identity security market
• High ownership and visibility with direct impact on company success
• Opportunity to help shape sales strategy and GTM motion from the ground up
• Competitive compensation, meaningful equity, and strong career growth potential
• A smart, driven, and collaborative team solving real security problems