Account Executive, Commercial West at Hypori

Job description

Hypori, Inc. is a high-growth cybersecurity SaaS company transforming how organizations think about secure mobility. Our virtual workspace platform enables users to access enterprise apps an d d ata from a ny mobile device—with zero data on the endpoint and total personal privacy. Backed by $55M in funding from investors including UBS, AE Industrial Partners, Hale Capital Partners, and GreatPoint Ventures, Hypori is expanding into new commercial and regulated markets. Learn more at hypori.com. Hypori is looking for a hunter-minded Account Executive to join our growing commercial sales team. You will own net-new enterprise revenue across the West territory, selling to CISOs, CIOs, and compliance leaders at large commercial enterprises in the Defense Industrial Base, financial services, and healthcare, both directly and with partners. You will report to the VP of Commercial Sales. Regulated enterprises have an endpoint problem that MDM does not solve, and CMMC 2.0 Level 2 is now a contract requirement across the Defense Industrial Base. Hypori removes the endpoint from scope, and it is proven at scale: more than 95,000 Department of War users are on the platform today, and we hold IL5, FedRAMP High, NIAP Common Criteria, NSA CSfC, CMMC 2.0 Level 2, SOC 2 Type II, and HIPAA, so the security review is a strength rather than a hurdle. The commercial enterprise motion is early, and the person in this seat helps define it. Responsibilities Build and run a territory plan across named enterprise accounts Generate most of your own pipeline through outbound, events, partners, and your network, prospecting into CISO, CIO, and compliance leaders Multi-thread across security, IT, procurement, legal, and the business units that own contractor and BYOD access Understand the why first: why change, why now, why Hypori, and why not the status quo. No clear why, no deal Run rigorous MEDDPICC discovery on every opportunity Quantify value in the buyer’s terms: scope reduction, assessment exposure, device and VDI cost avoidance, data loss risk, and BYOD privacy Qualify out early, hold to stage exit criteria, and forecast accurately in Salesforce Lead proof-of-value engagements with solution engineers against agreed success criteria, and build mutual action plans with your champion Drive security reviews, procurement, and negotiation to signature on 6- and 7-figure multi-year deals Land and expand across business units, contractor populations, and supply chains Qualifications 3–5 years of quota-carrying cybersecurity sales Consistent attainment against a $700K – $1M+ annual new business ARR quota Experience selling to CISOs, CIOs, or senior IT and security leaders MEDDPICC or MEDDIC experience. Be ready to walk through a deal you won and a deal you lost A track record of closing complex, multi-stakeholder deals with 6–12 month sales cycles Strong Salesforce and pipeline hygiene Location: Austin, Texas or the West Coast, supporting clients across the Central, Mountain, and Pacific time zones, with travel up to 40 percent to customer sites and events Who You Are Speed: You move with urgency and get things done today, not next week Focus: You spend your time on the deals and accounts that matter Extreme ownership: Your number, your territory, your outcomes. No excuses Accountability: You do what you say, when you say. You flag slips early Coachability: You ask for feedback, act on it, and get better Humility: You know what you don’t know, and you say so Creativity: You find new ways into accounts and new ways to move stuck deals Preferred Attributes Technical credibility: The bar is credibility with a CISO before a solution engineer joins the call. You don’t need all of the technical knowledge below on day one, but you need to get there fast Endpoint and access security: MDM, UEM, MAM, mobile threat defense, EDR, enterprise browser, VDI, DaaS, and ZTNA. You know where the data rests in each and why isolation takes the endpoint out of scope Regulated industries: HIPAA, FFIEC and SEC expectations, SOC 2, and third-party risk management Compliance frameworks: Working knowledge of CMMC 2.0 and NIST SP 800-171, or the ability to learn fast. We’ll train you on the specifics Identity and integration: SSO, SAML, conditional access, Entra ID, Okta, and SIEM integration DIB selling experience, or working knowledge of CMMC 2.0, NIST SP 800-171, and DFARS Relationships with security leaders at defense contractors, banks, or health systems Prior work at an endpoint security, enterprise browser, ZTNA, or compliance vendor Military service or Department of War civilian experience About Us Compensation: $300,000 – $350,000 on-target earnings, split 50/50 between base salary and variable compensation (commensurate with experience). Variable compensation is uncapped, with accelerators above 100 percent attainment, and the role includes equity. Quota is based on annual net-new ARR, with multi-year and expansion bookings credited per plan. About Us Hypori Inc. provides a generous benefits package for full-time employees that includes medical, dental, and vision insurance, parental leave, and life and disability packages. We also invest in our employees' futures by providing a 401(k) plan with employer-matching contributions that vest starting from your first day of employment. In addition to the base compensation, Hypori also offers a performance bonus, which is primarily contingent upon company-wide performance. We are dedicated to investing in the tools and skills required to be strong, collaborative colleagues and people managers to help build and retain a strong workforce. Hypori is an Equal Employment and Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, genetic information, disability, veteran status, or any other characteristic protected by law. At Hypori, we are committed to creating and promoting an inclusive workplace that embraces differences and perspectives – making us a stronger, more successful company. In doing so, we are committed to providing reasonable accommodation to applicants with disabilities where appropriate. Applicants requiring reasonable accommodation for any part of the application or hiring process should contact people@hypori.com for assistance. #Hypori

Requirements

Must-haves

Build and run a territory plan across named enterprise accounts
Generate most of your own pipeline through outbound, events, partners, and your network, prospecting into CISO, CIO, and compliance leaders
Multi-thread across security, IT, procurement, legal, and the business units that own contractor and BYOD access
Understand the why first: why change, why now, why Hypori, and why not the status quo. No clear why, no deal
Run rigorous MEDDPICC discovery on every opportunity
Quantify value in the buyer’s terms: scope reduction, assessment exposure, device and VDI cost avoidance, data loss risk, and BYOD privacy
Qualify out early, hold to stage exit criteria, and forecast accurately in Salesforce
Lead proof-of-value engagements with solution engineers against agreed success criteria, and build mutual action plans with your champion
Drive security reviews, procurement, and negotiation to signature on 6- and 7-figure multi-year deals
Land and expand across business units, contractor populations, and supply chains
3–5 years of quota-carrying cybersecurity sales
Consistent attainment against a $700K – $1M+ annual new business ARR quota
Experience selling to CISOs, CIOs, or senior IT and security leaders
MEDDPICC or MEDDIC experience. Be ready to walk through a deal you won and a deal you lost
A track record of closing complex, multi-stakeholder deals with 6–12 month sales cycles
Strong Salesforce and pipeline hygiene
Location: Austin, Texas or the West Coast, supporting clients across the Central, Mountain, and Pacific time zones, with travel up to 40 percent to customer sites and events
Speed: You move with urgency and get things done today, not next week
Focus: You spend your time on the deals and accounts that matter
Extreme ownership: Your number, your territory, your outcomes. No excuses
Accountability: You do what you say, when you say. You flag slips early
Coachability: You ask for feedback, act on it, and get better
Humility: You know what you don’t know, and you say so

Nice-to-haves

Preferred Attributes

Application prep

Use the role’s language and application details while tailoring your materials.

Platform: greenhouse
Effort: quick

Benefits

Benefits detected in the listing.

Dental

Vision

401(K)

Parental Leave