About The Role
Opine is hiring an Enterprise AE to own new-logo acquisition in mid-market and enterprise accounts, primarily in high tech industries. This role carries real quota and real complexity, multi-stakeholder deal cycles, technical buyers, and security-conscious organizations that expect a seller who can match their sophistication. You'll run full-cycle sales end to end, and because we're early-stage, you'll also help shape go-to-market strategies.
You Will
• Source and close net-new logos within high technology accounts and adjacent Presales/RevOps/GTM buyers, running a full-cycle sales process from qualification through close.
• Navigate complex organizational structures — identify and multi-thread the economic buyer, technical buyer, and champion rather than relying on a single contact.
• Run a structured, disciplined sales process: clear deal-stage classification, defined next steps, and Mutual Action Plans on every active opportunity — not a freelanced pipeline.
• Build buyer-specific POVs that quantify impact and give champions what they need to sell internally when you're not in the room.
• Run tight, success-criteria-based technical evaluations in partnership with Solutions Consultants.
• Collaborate with SEs, BDRs, marketing, and CX to move deals forward and ensure a clean handoff post-close.
• Consistently deliver against ARR targets through a metrics-based, forecastable approach.
• Feed field intel back to marketing and leadership — what's resonating, what's not, and where the ICP needs sharpening.
About You
• 7+ years of closing experience in enterprise B2B SaaS, with clear examples of closing complex deals into complex organizations — not just carrying a number, but navigating multi-stakeholder cycles to get there.
• Track record of carrying and exceeding a $1M+ quota, including 6-figure ACV deals.
• Experience selling to Presales, RevOps, or GTM leadership — cybersecurity or adjacent infrastructure/data categories strongly preferred.
• Previous experience selling technical SaaS, with the ability to learn and credibly demo a technical product to sophisticated buyers.
• A disqualification mindset — you protect your pipeline, qualify hard, and walk away from bad-fit deals early rather than chasing everything.
• Comfort running a disciplined, solution-selling methodology tied to the Red Zone Selling framework — zone-based deal qualification, named plays, and structured execution rather than an ad hoc process.
• Comfort in an early-stage environment — evolving and changing dynamics.
• Experience working cross-functionally with SEs, BDRs, marketing, and executives to move deals forward.
• Familiarity with security tooling, SOC workflows, or GRC platforms is a plus.
• Comfortable working with AI tools as part of your daily workflow is required — prior experience with AI-native GTM tooling is a plus.
Location
Preferable Eastern time zone of the US with access to airports for travel. Open to other locations.
Compensation and Benefits
OTE range for this role is $260K-320K annually, with uncapped commission and equity. Final offer will depend on experience, territory, and level.
• Benefits: health, vision, dental, PTO, etc.
• Direct access to the CRO and CEO — your input shapes the sales motion, not just executes it.
• A real seat at the table during a high-growth stage, with room to grow into a senior or leadership role as the team scales.