Enterprise Account Executive

About the role

DESCRIPTION At Opal, we're building modern identity governance for the AI era - intelligent access management that empowers enterprises to move fast while staying secure. Our mission is to bring clarity, control, and confidence to complex enterprise environments, helping teams govern access without slowing down innovation. YOUR RESPONSIBILITIES

Define and execute sales strategies to meet and exceed assigned quota

Manage the full sales cycle through prospecting, qualifying, managing POVs, and closing opportunities

Partner with your CSM and SE counterparts to build strong partnerships, deliver continuous value, identity upsell opportunities, and ensure timely renewals for our customers

Acquire and maintain knowledge of the access management industry and emerging competitive landscape

Collaborate with the GTM team on sales best practices, key learnings of the industry and trends, and iterations of messaging and sales assets for pipeline generation and management

Be a voice for the customer/prospect with internal teams including Sales Engineering/POV team, Product and Marketing to ensure appropriate prioritization

Document your results and maintain accurate data across all sales systems OUR IDEAL CANDIDATE - 5+ years of quota-carrying field sales experience in a fast-paced and competitive market

Consistent track record of landing net new logos

Strong track record of meeting and exceeding sales quotas

Experience selling complex enterprise software, security and infrastructure management preferred

Strong executive presence, listening skills, and experience selling into the C-suite

Curious and highly driven self-starter with start-up experience BENEFITS & PERKS

Competitive Salary

Early employee equity

Top-tier Medical, Vision, & Dental coverage

Company and team bonding trips throughout the year fully covered by Opal Security

Daily lunch & coffee allowance

Unlimited PTO - 11 company holidays

One Medical Membership - 401k plan

Pre-Tax Commuter Benefits Majority of the Opal team members work together in our San Francisco office but this role is remote. Visits to hang with the team in office will be welcome and encouraged :) Research shows that candidates from underrepresented backgrounds rarely apply unless they meet all the job criteria. The listing location is Los Angeles, CA.

Key facts

What you'll do

• Define and execute sales strategies to meet and exceed assigned quota
• Manage the full sales cycle through prospecting, qualifying, managing POVs, and closing opportunities
• Partner with your CSM and SE counterparts to build strong partnerships, deliver continuous value, identity upsell opportunities, and ensure timely renewals for our customers
• Acquire and maintain knowledge of the access management industry and emerging competitive landscape
• Collaborate with the GTM team on sales best practices, key learnings of the industry and trends, and iterations of messaging and sales assets for pipeline generation and management
• Be a voice for the customer/prospect with internal teams including Sales Engineering/POV team, Product and Marketing to ensure appropriate prioritization
• Document your results and maintain accurate data across all sales systems
• + years of quota-carrying field sales experience in a fast-paced and competitive market
• Consistent track record of landing net new logos
• Strong track record of meeting and exceeding sales quotas
• Experience selling complex enterprise software, security and infrastructure management preferred
• Strong executive presence, listening skills, and experience selling into the C-suite

Requirements

• YOUR RESPONSIBILITIES
• Define and execute sales strategies to meet and exceed assigned quota
• Manage the full sales cycle through prospecting, qualifying, managing POVs, and closing opportunities
• Partner with your CSM and SE counterparts to build strong partnerships, deliver continuous value, identity upsell opportunities, and ensure timely renewals for our customers
• Acquire and maintain knowledge of the access management industry and emerging competitive landscape
• Collaborate with the GTM team on sales best practices, key learnings of the industry and trends, and iterations of messaging and sales assets for pipeline generation and management
• Be a voice for the customer/prospect with internal teams including Sales Engineering/POV team, Product and Marketing to ensure appropriate prioritization
• Document your results and maintain accurate data across all sales systems OUR IDEAL CANDIDATE - 5+ years of quota-carrying field sales experience in a fast-paced and competitive market
• Consistent track record of landing net new logos
• Strong track record of meeting and exceeding sales quotas
• Experience selling complex enterprise software, security and infrastructure management preferred
• Strong executive presence, listening skills, and experience selling into the C-suite
• Curious and highly driven self-starter with start-up experience BENEFITS & PERKS
• Competitive Salary
• Early employee equity
• Top-tier Medical, Vision, & Dental coverage
• Company and team bonding trips throughout the year fully covered by Opal Security
• Daily lunch & coffee allowance
• Unlimited PTO - 11 company holidays
• One Medical Membership - 401k plan
• Pre-Tax Commuter Benefits Majority of the Opal team members work together in our San Francisco office but this role is remote.
• We aren't looking for someone who ticks every single box on a page; we're looking for lifelong learners and people who can make us better with their unique experiences.

About OPAL

Security: At Opal, we're building modern identity governance for the AI era - intelligent access management that empowers enterprises to move fast while staying secure. Our mission is to bring clarity, control, and confidence to complex enterprise environments, helping teams govern access without slowing down innovation.

Sales work is a pipeline: find the right accounts, understand a problem, and close a fit. Forecasting and CRM hygiene exist so a team can see the quarter. This listing names the actual motion for this seat. The rest is how sales orgs typically run, not new quotas we invented.

About the location

The posting places this role in Los Angeles, CA. Local hiring markets vary in interview pace and compensation bands. Location copy is here so readers understand the geography attached to the title.