Sales Account Executive, SMB (AMER)

About XBOWAt XBOW, we’re redefining the future of cybersecurity by building the world's first autonomous pentester, powered by AI. Today, the gold standard for securing software systems is human pentesters, but with the rise of artificial intelligence, we’re stepping up to scale offensive security to meet the ever-growing demand.AI is transforming the landscape of both cybersecurity and cyberattacks. While millions of people without security expertise are creating software, bad actors are using AI to launch more effective attacks. XBOW fights back with AI-driven superpowers, enabling security teams to stay one step ahead.Backed by Sequoia Capital and Altimeter, and a team that includes the creators of GitHub Copilot and GitHub Advanced Security, XBOW is not just keeping up with the times—we’re shaping the future of cybersecurity. Our mission is simple: to defeat the bad actors before they strike, using AI to revolutionize how we approach offensive security.We’re building something that must be built, and we’re the team to do it. Join us in shaping the next frontier of autonomous security.Your RoleSMB Account Executives will drive new customer acquisition for companies with 100 million to 1 billion in annual revenue. This role owns a high-velocity book of business, managing opportunities from initial discovery through close, while delivering a strong, efficient buyer experience.You will engage security, engineering, and technical leaders at growing companies, helping them understand risk and adopt autonomous pentesting as part of their security posture. Success in this role comes from strong discovery, clear value articulation, disciplined pipeline management, and consistent execution. This role partners closely with SDRs and Sales Engineering to qualify inbound and outbound opportunities, run effective evaluations, and close business efficiently.What You'll DoOwn the full sales cycle for SMB customers, from discovery through closeManage a high-volume pipeline and consistent deal executionConduct consultative discovery conversations to understand customer security needs, risk tolerance, and prioritiesPresent and demo XBOW’s autonomous pentesting platform to security, engineering, and technical stakeholdersClearly articulate value tied to risk reduction, efficiency, and security outcomesPartner closely with SDRs on lead qualification, account coverage, and follow-up strategyConsistently meet or exceed monthly and quarterly revenue targetsWho You Are1-3+ years of experience in B2B SaaS sales, including a quota-carrying closing roleProven success selling to SMB customersTrack record of meeting or exceeding sales targets in a high-velocity environmentExperience selling technical products such as cybersecurity, DevOps, developer tools or infrastructure software preferredHands-on experience using Salesforce, LinkedIn Sales Navigator, ZoomInfo, Gong, and other modern sales engagement toolsBonus if you haveExposure to security buying motions involving risk, compliance, or trust-based decisionsFamiliarity with pentesting, application security, vulnerability management, or cloud security conceptsExperience working in a scaling SaaS organizationWhat We OfferCompensation & Equity: Competitive salary, clear performance-based incentives, and equity package, making you an integral part of XBOW’s growth story.Career Growth: Significant opportunities to progress within the sales organization and shape your career trajectory as we scale.Meaningful Work: You’ll directly impact XBOW’s mission to revolutionize cybersecurity and protect organizations worldwide.What Else You Should KnowLocation: Arlington, VA (Hybrid - In office 3 days a week )Contract: Full-timeHiring Process:Talent ScreenHiring Manager InterviewsRole Related InterviewsFinal Interviews with LeadershipAt XBOW, we leverage AI every day, it's embedded in our product and our sales approach. But for this role, we’re seeking someone who brings genuine curiosity, empathy, and persistence. If that's you, we'd love to connect.