Enterprise Account Executive
Job description
About the role
This position owns enterprise sales within identity governance for AI era platforms. The hire is responsible for setting strategy and executing an end to end pipeline to drive net new logos and expansion revenue. Success in this role is heavily dependent on the ability to influence C-suite stakeholders and to coordinate effectively with product, engineering, and customer success teams. The hire will act as the primary point of contact for strategic enterprise deals, ensuring the sales motion aligns with the broader company objectives. This is a mission critical role that directly impacts the top line growth of the company in a rapidly evolving security market. The candidate will be expected to operate with a high degree of ownership and initiative to close complex sales cycles.
Key facts
What you'll do
Develop and execute a comprehensive sales strategy that targets enterprise accounts within the identity governance and AI access management space.
Conduct in depth research on target accounts to build a clear understanding of organizational pain points, decision makers, and buying committees.
Leverage consultative selling techniques to uncover complex business problems and present tailored solutions that align with executive level priorities.
Collaborate closely with the product and engineering teams to run targeted demos that highlight key capabilities and address specific customer use cases.
Articulate the value proposition of intelligent access management to C suite leaders, translating technical features into clear business outcomes.
Maintain precise and accurate records of all sales activities, pipeline updates, and customer interactions within the company's CRM system.
Analyze competitive landscape data and market trends to refine go to market messaging and positioning against rival security platforms.
Partner with the customer success and implementation teams to ensure smooth onboarding and to identify opportunities for expansion and upselling.
Qualify leads rigorously to focus efforts on high probability opportunities that are most likely to convert into closed won deals.
Document sales playbooks and best practices based on real world experiences to support the GTM team in refining demand generation initiatives.
Manage the entire sales cycle from initial discovery through negotiation, contract finalization, and ensuring strong post sale relationships.
Regularly report on key performance metrics and pipeline health to provide leadership with transparent visibility into sales performance.
Act as a trusted advisor to customers by anticipating needs and providing strategic guidance on access governance in dynamic enterprise environments.
Requirements
The posting states a bachelor's degree requirement, and the exact field must be confirmed The candidate must possess 5+ years of quota carrying field sales experience in fast paced and highly competitive markets.
A proven record of landing net new logos is mandatory to demonstrate capability for new business generation.
Consistent achievement and exceeding of sales quotas is a non negotiable requirement for this position.
Experience selling complex enterprise software, security solutions, and infrastructure management is strongly preferred.
Executive presence, refined listening skills, and demonstrated experience selling into C suite leaders are essential requirements.
The candidate must be a curious, driven self starter with a background in startup environments who thrives in ambiguous situations.
A degree is required for this position, and the specific discipline will be verified during the application review process.
Practical notes
This role is based in San Francisco with company and team bonding trips fully covered by Opal Security.
Daily lunch and coffee allowance is provided along with unlimited PTO and 11 company holidays.
Medical, vision, and dental coverage is included, along with one medical membership, a 401k plan, and pre-tax commuter benefits.
Typical interview steps
Sales hiring often includes a role play, a discovery call simulation, and a presentation.
Candidates may be asked to pitch a product to a panel or handle a tough objection.
Behavioral questions focus on past quota attainment and deal history.
Energy and preparation matter.
Interviewers often simulate the job in the interview itself, so be ready to run a short discovery call or demo.
Practicing your own sales pitch out loud helps.
Career growth
Sales careers can move from SDR or associate to account executive, senior AE, manager, and director roles.
Some sellers move into partnerships, account management, or revenue operations.
Compensation typically mixes a base with commission tied to results.
High performers in sales typically move into larger accounts, team leadership, or sales operations.
Quota history and references carry the most weight in promotion.
Questions to ask
Useful questions for the interview include what a typical week looks like, how work is assigned, what tools the team uses, and how feedback works.
Asking how the role has changed recently and what the team wishes it had known when joining is also reasonable.
Questions about the manager's priorities are especially valued.
About the company
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.