Strategic Account Executive, West

About this role

STRATEGIC ACCOUNT EXECUTIVE, WEST

ABOUT ENT

Ent is the intent-aware workspace security platform for securing human and AI-driven work. Built to protect productivity, the new attack surface, Ent understands not just what users and agents do but why, and intervenes at the moment of risk before incidents occur. Where existing tools see events, Ent sees intent, so security teams can step in at the moment of risk instead of investigating days later. Founded by Lou Manousos and Brandon Dixon, co-founders of RiskIQ (acquired by Microsoft) and the team behind Microsoft Security Copilot, Ent is in production with Global 2000 customers across hospitality, financial services, and defense, and backed by Decibel, Sequoia, Crosspoint Capital, Craft Ventures, Shield Capital, Felicis, and In-Q-Tel. We’re now hiring the team that will define this category.

HOW WE WORK

Customer first. The product and the business are built around problems we’ve watched real security teams struggle with — not the other way around. Every roadmap conversation starts with what a CISO told us last week.

Humble. No drama. We hire people who share the mission and trust each other to deliver. Teamwork over showmanship. Accountability over politics. The work speaks louder than the person doing it.

Urgency. The window to build a durable security company in the AI era is open right now and it will not stay open. The shot clock has started. We move at the speed of the people we want to protect.

ABOUT THE ROLE

We're hiring Strategic Account Executives to sell Ent into our largest and most complex accounts — organizations of 5,000 employees and up — with the channel as a core part of how you do it. This is a full-cycle role on a small named account list, and it's built for a seller who works the ecosystem: You'll be selling a new category, which means the conversation starts with the problem rather than a feature comparison, and you'll be doing it early enough that what you learn in the field changes the product and the playbook.

WHAT YOU’LL ACHIEVE

- You'll own a quota and hit it, running the full cycle from first conversation to signature to a clean handoff.

- You'll sell with and through partners. GuidePoint Security and the other major security partners and solution providers are how a lot of this market buys, and you'll work their sellers as an extension of your own pipeline — joint account planning, co-selling, and deals registered and closed together.

- You'll build the partner motion in your territory rather than wait for one: the relationships, the rhythm, the enablement, and the reasons a partner rep brings you into their account instead of someone else.

- You'll open your direct accounts on the strength of your own relationships, and build account plans worth the name — the org chart, the security priorities, the budget cycle, the incumbents, and a path to the person who can say yes.

- You'll run credible technical evaluations with security teams: scoping the proof of value, working alongside our engineers and the partner's, and getting to a clear yes or no rather than a stalled pilot.

- You'll multithread — CISO, security architects, IT and identity owners, procurement, legal, and the executive sponsor above them — and build the business case that survives a budget conversation you're not in.

- You'll navigate enterprise process without losing the deal to it: security review, privacy, legal redlines, and procurement, sequenced early rather than discovered in month five.

- You'll forecast honestly, across both direct and partner-sourced pipeline, accurately enough that leadership plans on it.

- You'll bring the field back inside — from customers and from partners — so what you hear this month shows up in the roadmap, the pitch, and the partner program next quarter.

- You'll work AI-native by default — account research, prep, follow-up, call review — and raise what's working so the rest of the team gets it too.

WHAT YOU’LL BRING

MUST-HAVES

- You've sold with and through security channel partners, and you have existing relationships there today. GuidePoint Security specifically, or comparable security partners and solution providers — with named reps who would take your call and bring you into a deal.

- 7+ years carrying a quota in a full-cycle closing role selling cybersecurity, with a meaningful share of it sourced or influenced through the channel. Endpoint security experience preferred.

- You've sold to CISOs and their teams, and you can hold your own on a call with a security architect without reaching for a sales engineer to answer everything.

- You have existing, current relationships with security leaders you could call this week — and you can speak to how you built them and what they've been worth.

- You've worked the segment: organizations of 5,000 employees and up, multi-stakeholder deals, real evaluations and security reviews, cycles measured in quarters.

- You know how the channel actually works — deal registration, margin, joint planning, and why a partner rep chooses one vendor over another when both are on their line card.

- You're coachable in the moment. You've had your calls reviewed, taken the note, and changed what you did on the next one — and you treat pitch practice and deal reviews as reps rather than overhead.

BONUS

- You've been an early seller at a startup, before the playbook existed, and helped stand up its first partner relationships.

- You've run a formal sales methodology well enough to have opinions about where it helps and where it gets in the way.

- You're genuinely excited about applying AI to how you sell.

OUR BENEFITS

- Distributed workplace. While we have positions we hire for in our SF office, we also hire remotely across North America.

- Own a piece of the journey. Every teammate gets meaningful equity on top of their salary.

- We’ve got you covered. 90% of your medical, dental, and vision is paid by…