SMB Account Executive

Truffle Hog is a popular open source tool used by security researchers all over the world to find leaky API keys and responsibly disclose them to affected companies. This provides income through bug bounty platforms like Hacker One to individuals that may otherwise have a hard time finding employment. This also prevents breaches from occurring, which can be very costly for companies to resolve.

When we founded Truffle Security Co. in February of 2021, we committed to continue to grow a community with security researchers around the world, and continue to provide free and open resources to support those that make the world more secure. We have a strong commitment to open source and to the community. We’re looking for help supporting our mission to prevent leaking credentials and build the best products for machine identity protection.

At Truffle, you’ll have the opportunity to join a fully remote, collaborative team contributing to meaningful advancements in cybersecurity.

We’re looking for an experienced and driven SMB Account Executive (AE) to join our growing sales team at Truffle Security. In this role, you’ll own the full sales cycle from qualification to close, selling to small and mid‑sized businesses across fast‑growing software companies and tech‑enabled organizations. Your focus will be driving net‑new ARR, delivering value‑based pitches, and helping prospects reduce risk through better identity protection.

• Own the entire sales process from identifying new opportunities to closing deals, ensuring a seamless customer experience
• Build and manage a robust pipeline of qualified opportunities, with self‑generated outbound prospecting efforts as well as inbound leads, to exceed sales targets
• Conduct deep discovery calls to understand prospects’ needs, challenges, and goals, positioning Truffle Security’s solutions to solve their pain points
• Partner with Solutions Architects to provide product demos, align technical solutions with customer requirements and to facilitate successful proof‑of‑concepts (POCs)
• Develop tailored proposals and manage contract negotiations with key decision‑makers
• Collaborate closely with Marketing to nurture prospects and develop targeted outreach campaigns for customer acquisition
• Partner with Customer Success to drive upsell and expansion opportunities with customers
• Maintain accurate and up‑to‑date pipeline information in our CRM (Salesforce) and provide regular updates to sales leadership on progress towards goals

• 2+ years of experience in a quota‑carrying Account Executive role, with experience selling to SMB or mid‑market customers
• Proven track record of exceeding quotas while managing complex sales cycles
• Strong understanding of technical sales and the ability to communicate the value of cybersecurity solutions to technical and non‑technical audiences
• Excellent written and verbal communication skills, with the ability to influence and build relationships with senior stakeholders
• Highly organized with strong forecasting discipline and CRM hygiene
• Measurable success in building and managing a qualified pipeline and a self‑driven, hunter mindset
• A collaborative and team‑oriented approach to winning deals, and the ability to build meaningful relationships throughout the sales process
• Knowledge of open‑source, Dev Ops, or App Sec software
• Prior cybersecurity sales experience
• Previous experience in a startup or high‑growth SaaS company

The target base salary range for this position is between $70,000 to $90,000 for candidates in the United States. This position spans multiple levels. The total compensation for this role includes sales commission, with on‑target earnings of $140,000-$180,000. Starting salary will vary based on job‑related skills, knowledge, and experience. Leveling will be determined during the interview process. You may also be offered a bonus, stock options, and benefits.

These salary ranges are subject to change, and we encourage candidates outside of this salary range to apply.

• Fully remote within the U.S. – We believe opportunity shouldn’t be limited by geography. Our…