Job description

About Adaptive Security Adaptive is a cybersecurity startup on a mission to stop AI-powered cyberattacks. In December 2025, the company announced an $81M Series B led by NVIDIA and Bain Capital Ventures, with participation from Capital One Ventures, Citi Ventures, and continued support from Andreessen Horowitz (a16z), the OpenAI Startup Fund, and Abstract Ventures. The round marked NVIDIA’s first AI cybersecurity investment. Adaptive was founded by Brian Long and Andrew Jones, repeat entrepreneurs who have built and scaled category-defining companies. Brian and Andrew previously co-founded Attentive, which grew to more than $500M in annual revenue and a $10B+ valuation, and TapCommerce, which was acquired by Twitter. Together, they bring deep experience building high-growth, product-led businesses at massive scale as Adaptive builds the security layer for the AI era. Trusted by leading banks, technology companies, and healthcare organizations, Adaptive protects teams from emerging threats like deepfakes, smishing, and AI-powered voice scams. With rapid enterprise adoption and a $200B+ market ahead, the company is just getting started. The Role We’re looking for a driven, high-performing Senior Account Executive to join our founding GTM team and help define how Adaptive wins the enterprise market. You’ll own the full sales cycle for large, strategic accounts across finance, healthcare, technology, and other enterprise industries — from identifying and prospecting into target accounts through discovery, technical evaluation, executive alignment, negotiation, and close. This is a true hunter role. You’ll be responsible for creating and closing net-new business, with support from a dedicated BDR to accelerate top-of-funnel activity and account penetration. The ideal candidate has experience selling cybersecurity or other highly technical B2B SaaS solutions into enterprise organizations and is comfortable engaging directly with CISOs, CIOs, CTOs, security leaders, IT executives, and other senior stakeholders. You’ll work closely with sales leadership, marketing, product, engineering, and customer success to win strategic customers and help build the processes, messaging, and playbooks that will scale Adaptive’s enterprise sales motion. If you’re energized by high-velocity environments, complex enterprise sales, and selling a product that solves an urgent and emerging security problem, this is an opportunity to have significant impact. What You’ll Do - Own the full enterprise sales cycle from prospecting and discovery through demo, technical validation, negotiation, and close, with a focus on net-new logos - Build and execute strategic account plans across large enterprise organizations, creating pipeline through targeted outbound and ABM in partnership with BDR support - Engage and multithread with CISOs, CIOs, CTOs, VP/Head of Security, IT, Risk, and Compliance leaders to uncover business pain and drive executive alignment - Lead consultative sales processes across complex, multi-stakeholder buying environments, navigating technical evaluations, security reviews, procurement, and legal - Deliver compelling product demonstrations and tailor messaging to technical, business, and executive audiences - Partner closely with Marketing, Product, Engineering, and Customer Success to win strategic accounts and provide feedback on messaging, competitive positioning, and product roadmap - Help build the playbooks, processes, and systems that will scale Adaptive’s enterprise GTM motion Who You Are - 5+ years of B2B SaaS sales experience, with a strong track record of exceeding quota in fast paced, competitive environments - Cybersecurity sales experience strongly preferred, particularly selling technically complex solutions into security, IT, or risk organizations - Experienced or comfortable running the entire sales cycle, including prospecting, discovery, demo, technical validation, negotiation, and close - Proven success closing 6- and 7-figure deals with mid market and large enterprise customers - Comfortable running a consultative sales process with multiple stakeholders - Resourceful, gritty, and highly self-motivated—you thrive where speed, ownership, and execution matter What We Offer - High-impact role selling a product that resonates with real urgency - Equity in a venture-backed company led by repeat founders - Competitive comp with uncapped commission - Premium healthcare and wellness benefits - A no-politics, all-in culture where speed, ownership, and quality win #LI-Remote

Requirements

Must-haves

We’re looking for a driven, high-performing Senior Account Executive to join our founding GTM team and help define how Adaptive wins the enterprise market.
This is a true hunter role. You’ll be responsible for creating and closing net-new business, with support from a dedicated BDR to accelerate top-of-funnel activity and account penetration.
If you’re energized by high-velocity environments, complex enterprise sales, and selling a product that solves an urgent and emerging security problem, this is an opportunity to have significant impact.
What You’ll Do
Own the full enterprise sales cycle from prospecting and discovery through demo, technical validation, negotiation, and close, with a focus on net-new logos
Build and execute strategic account plans across large enterprise organizations, creating pipeline through targeted outbound and ABM in partnership with BDR support
Engage and multithread with CISOs, CIOs, CTOs, VP/Head of Security, IT, Risk, and Compliance leaders to uncover business pain and drive executive alignment
Lead consultative sales processes across complex, multi-stakeholder buying environments, navigating technical evaluations, security reviews, procurement, and legal
Deliver compelling product demonstrations and tailor messaging to technical, business, and executive audiences
Partner closely with Marketing, Product, Engineering, and Customer Success to win strategic accounts and provide feedback on messaging, competitive positioning, and product roadmap
Help build the playbooks, processes, and systems that will scale Adaptive’s enterprise GTM motion
5+ years of B2B SaaS sales experience, with a strong track record of exceeding quota in fast paced, competitive environments
Experienced or comfortable running the entire sales cycle, including prospecting, discovery, demo, technical validation, negotiation, and close
Proven success closing 6- and 7-figure deals with mid market and large enterprise customers
Comfortable running a consultative sales process with multiple stakeholders
Resourceful, gritty, and highly self-motivated—you thrive where speed, ownership, and execution matter

Nice-to-haves

Cybersecurity sales experience strongly preferred, particularly selling technically complex solutions into security, IT, or risk organizations

Application prep

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Keywords to mirror

Platform: ashby
Effort: quick

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