Account Executive

Account Executive Location: Remote (US Central) 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