Commercial Account Executive at Thoropass

Job description

Working at Thoropass At Thoropass, we’re redefining how modern companies achieve and maintain compliance. As the audit-first compliance partner, we pair deep audit expertise with advanced technology to deliver unmatched accuracy, efficiency, and confidence at every stage of the compliance journey. Our mission is to raise the bar for the industry—helping organizations not only meet requirements but demonstrate trust as a competitive advantage. We believe compliance done right enables innovation, accelerates growth, and protects what matters most. Joining Thoropass means working alongside auditors, engineers, and compliance experts who are setting a new standard for how compliance and audit should work—collaborative, transparent, and built for the real world. Together, we’re shaping the future of enterprise-grade compliance. Our Values These are the behaviors and skills we look for in our people. Living by these values ensures we are building a team that can grow together and deliver the best possible outcomes for each other and our customers. Take thoughtful risk: We solve for today while being considerate of tomorrow—creatively leveraging our tools and abilities to hit ambitious goals. Own the outcome: We take accountability for our impact—on our customers, our teammates, and our industry. We follow through with excellence and integrity in everything we do. Be curious, ask, and learn: We always seek to better understand our industry and our customers. We don’t shy away from mistakes—using every bit of data to learn and iterate. Win together: Compliance is a team sport. We proactively engage with one another and check our egos at the door in search of the best ideas. Move the needle: Our goals are lofty for a reason. We set clear expectations, give direct feedback, and challenge ourselves to close the gap between those goals and results. What We Do Thoropass is the audit-first compliance partner for growing and enterprise organizations that expect more from their compliance programs. We combine deep audit expertise with advanced technology to help customers achieve, maintain, and scale compliance with precision and confidence. Through our integrated platform, customers can manage compliance programs, complete audits, and access complementary services like penetration testing—all supported by our in-house audit firm and team of security and compliance experts. From SOC 2 and ISO 27001 to PCI, HIPAA, and HITRUST, we deliver high-quality audits and continuous compliance management that scales with our customers’ growth. Our audit-first approach ensures every engagement meets the highest standards of accuracy, independence, and efficiency—whether you’re a scaling SaaS company or an enterprise expanding globally. Founded in 2019 and headquartered in New York, Thoropass is backed by leading investors including J.P. Morgan, PayPal Ventures, Fin Capital, Centana, Canapi, and Bain Capital. With a global team across 18+ countries, we’re building the future of compliance—one audit at a time. About the Role Thoropass is hiring a Commercial Account Executive to help drive the next phase of our growth. We’re looking for someone who knows how to create opportunity, navigate complex sales cycles, and thrive in a fast-moving environment. This is a highly entrepreneurial role for an AE who enjoys building pipeline, owning their territory, and helping shape how a scaling sales organization grows. Thoropass sells mission-critical security and compliance solutions to growth-stage and mid-market companies. Our buyers include CFOs, CTOs, Heads of Security, and executive leadership teams. These are thoughtful, risk-aware buyers who expect clarity, strong business cases, and a trusted partner throughout the buying process. Success in this role requires a mix of curiosity, adaptability, strong commercial instincts, and disciplined execution. You’ll be responsible for generating meaningful pipeline, managing complex opportunities, and helping turn momentum into predictable revenue. What You’ll Own Pipeline Generation This is not a purely inbound closing role. Pipeline creation is a core part of the job and a key driver of success. Build and maintain healthy pipeline coverage against quota Self-source 60–75% of pipeline through strategic outbound efforts Identify and act on trigger events (fundraising, enterprise deals, compliance deadlines, growth milestones) Develop thoughtful outbound messaging and territory strategies Partner closely with SDRs, Partnerships, and Marketing to maximize opportunities across channels Running Strong Sales Cycles Lead thoughtful discovery and qualification using MEDDPICC (or similar frameworks) Build relationships with economic buyers, champions, and cross-functional stakeholders Guide prospects through technical, operational, and financial evaluation Maintain clear next steps, momentum, and forecast visibility throughout the sales cycle Managing Complex Buying Committees Our deals often involve Security, Finance, IT, and executive stakeholders. Multi-thread relationships across the organization Align stakeholders around business impact and urgency Drive Mutual Action Plans in late-stage opportunities Navigate complexity with confidence and adaptability Helping Us Scale We value AEs who think beyond their own territory and contribute to the broader evolution of the sales organization. Share learnings from wins and losses Help refine messaging, outbound approaches, and sales processes Bring ideas that improve how we generate pipeline and close business Contribute to a high-accountability, high-growth team culture What Success Looks Like Strong self-generated pipeline Consistent execution against revenue targets Accurate forecasting and healthy deal progression Strong engagement across multiple stakeholders in active deals High-quality pipeline hygiene and opportunity management A proactive, ownership-driven approach to growth Required Experience 5+ years of SaaS, IT Services/Consulting sales experience Proven success generating self-sourced pipeline Experience selling into CFO, Security, IT, or technical buyers Experience managing complex, multi-stakeholder sales cycles Strong written communication and follow-up discipline Comfort operating in evolving, high-growth environments Preferred Compliance, cybersecurity, or GRC experience Experience scaling within a growth-stage SaaS company Experience in outbound-driven sales environments Familiarity with structured qualification methodologies (MEDDPICC, Challenger, etc.) Compensation & Benefits $230–250k OTE + equity Exceptional health, dental, and vision care Early equity in a fast-growing company Remote/Work from home model Unlimited PTO Equal Opportunity Thoropass provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training. Even if you feel you don’t meet every requirement, consider applying! Thoropass acknowledges the research which shows that women and people of color are less likely to apply for jobs when they don’t meet all of the stated qualifications. However, we’re looking for authentic innovators to blaze new trails and you just may be the right person for this or another role.

Requirements

Must-haves

Working at Thoropass
Thoropass is hiring a Commercial Account Executive to help drive the next phase of our growth.
What You’ll Own
Pipeline Generation
This is not a purely inbound closing role. Pipeline creation is a core part of the job and a key driver of success.
Build and maintain healthy pipeline coverage against quota
Self-source 60–75% of pipeline through strategic outbound efforts
Identify and act on trigger events (fundraising, enterprise deals, compliance deadlines, growth milestones)
Develop thoughtful outbound messaging and territory strategies
Partner closely with SDRs, Partnerships, and Marketing to maximize opportunities across channels
Running Strong Sales Cycles
Lead thoughtful discovery and qualification using MEDDPICC (or similar frameworks)
Build relationships with economic buyers, champions, and cross-functional stakeholders
Guide prospects through technical, operational, and financial evaluation
Maintain clear next steps, momentum, and forecast visibility throughout the sales cycle
Managing Complex Buying Committees
Our deals often involve Security, Finance, IT, and executive stakeholders.

Nice-to-haves

Compliance, cybersecurity, or GRC experience
Experience scaling within a growth-stage SaaS company
Experience in outbound-driven sales environments
Familiarity with structured qualification methodologies (MEDDPICC, Challenger, etc.)
Compensation & Benefits
$230–250k OTE + equity
Early equity in a fast-growing company

Application prep

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Benefits

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Dental

Vision

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