Strategic Account Executive - East

About this role

AI is being run everywhere, by humans and agents. Harmonic Security governs all of it. The AI Governance and Control (AIGC) platform understands user / agent intent and data context in real time, giving security teams visibility and control across every tool and workflow so companies can move faster with AI while minimizing risk.

We operate in one of the fastest-moving spaces in tech: the emerging intersection of AI and cybersecurity. It's a market still being defined, and we're among the first to build natively for it - protecting sensitive data in real time, at the endpoint, with minimal friction for the teams using it. Enterprises get full visibility and control. Their people get to innovate without guardrails slowing them down.

Named to the Rising in Cyber 2026 list, Harmonic is gaining serious recognition and serious traction. We're led by deep cybersecurity expertise and backed by investors who know the space: N47, Ten Eleven Ventures, and In-Q-Tel.

As AI adoption inside the enterprise accelerates, the ability to safely observe, control, and enforce policy in real time isn't a nice-to-have. It's mission-critical infrastructure. That's what we build.

ABOUT THE TEAM

Harmonic’s GTM team is building the commercial engine for a category-defining company at the convergence of AI and cybersecurity. The team is focused on landing and expanding complex enterprise customers while creating a repeatable, high-performing sales motion.

We operate with urgency, share feedback openly, and treat every customer conversation as an opportunity to sharpen how we position, sell, and deliver value.

THE ROLE

We're looking for a Strategic Account Executive to win and grow some of Harmonic’s largest and most-complex enterprise accounts. You’ll own the full sales cycle, from developing a thoughtful account strategy and creating executive-level relationships to navigating technical evaluations, building consensus, negotiating terms, and closing new business.

This role requires more than a strong network or a history of carrying a quota. You must know how to create urgency around an emerging security problem, translate technical capabilities into business outcomes, and lead sophisticated buying groups through complex decisions. You have successfully sold cybersecurity solutions with an average deal size of at least $100K and are credible in the room with CISOs, CIOs, CTOs, and other senior security leaders.

WHAT YOU'LL DO

- Own the full sales cycle for a portfolio of strategic enterprise accounts, from account planning and prospecting through discovery, technical validation, negotiation, close, and expansion.

- Build and execute account strategies that map business priorities, security initiatives, key stakeholders, decision criteria, competitive dynamics, and paths to executive sponsorship.

- Develop trusted relationships with CISOs, CIOs, CTOs, security executives, and other technical and business decision-makers.

- Lead thoughtful discovery that uncovers business pain, quantifies risk and impact, and connects Harmonic’s platform to enterprise AI governance, data protection, and security priorities.

- Navigate complex, multithreaded buying processes involving Security, IT, Legal, Privacy, Procurement, Risk, and executive leadership.

- Partner closely with Solutions Architecture to design and lead compelling technical evaluations, demonstrations, and proof-of-value engagements.

- Create a net-new pipeline through targeted outbound activity, executive networking, industry relationships, partners, events, and close collaboration with Marketing.

- Build strong value cases and executive narratives that differentiate Harmonic and create urgency in a developing category.

- Negotiate complex agreements and close six-figure, multi-stakeholder enterprise deals.

- Maintain accurate pipeline management, deal strategy, next steps, and forecasting discipline.

- Bring customer and market insights back to Product, Marketing, and leadership to influence roadmap, messaging, and go-to-market strategy.

- Contribute to the sales playbook by documenting what works, sharing lessons, and helping the broader team scale successful practices.

WHAT SUCCESS LOOKS LIKE

- You build a focused, high-quality pipeline across strategic enterprise accounts and maintain the coverage needed to consistently deliver against quota.

- You establish direct, trusted relationships with C-level and senior security decision-makers in your accounts.

- Your opportunities are genuinely multithreaded, with clear business pain, quantified impact, executive sponsorship, and a mutually understood decision process.

- You consistently progress and close six-figure cybersecurity opportunities, including deals with multiple stakeholders and complex technical or commercial requirements.

- Your forecasts are accurate, your account plans are actionable, and risks are surfaced early rather than explained late.

- You partner effectively with Solutions Architecture, Marketing, Customer Success, Channel, and Product to create a seamless customer experience.

- Your market insights make Harmonic’s positioning, sales process, and strategic account playbook stronger.

- Customers view you as a credible advisor on AI governance and security—not simply a software vendor.

WHAT YOU BRING

- Significant experience in quota-carrying enterprise SaaS sales, including a strong track record selling cybersecurity solutions to large, complex organizations.

- Demonstrated success selling to strategic enterprise accounts with an average deal size of at least $100K.

- Direct experience building relationships with and selling to CISOs, CIOs, CTOs, and senior security leadership.

- A consistent record of meeting or exceeding ambitious new-business quotas.

- Experience owning complex, multithreaded sales cycles from initial outreach through technical validation, procurement, negotiation, and close.

- Strong…