Mid-Market Account Executive

LockThreat is the AI-native control plane for mid-market GRC (Governance, Risk, and Compliance). Recognized by Gartner as a Disruptor in Enterprise GRC, we help complex, regulated organizations move from periodic audits and fragmented compliance tools to continuous, real-time governance across 200+ regulatory frameworks. We're venture-backed, headquartered in the Atlanta metro area, and scaling fast with enterprise customers in production across the US and Middle East, including Fortune 500 organizations and government entities. We are building our mid-market sales team to drive new logo acquisition. This is a greenfield territory role selling six- and seven-figure platform deals ($70K+ ACV) to senior security, risk, and compliance leaders at organizations with 1,000 to 5,000 employees. This is a pure hunting role. You will own the full sales cycle from prospecting through close. If your strength is managing existing accounts or expanding installed base, this isn't the right fit. What you'll do:

• Prospect, qualify, and close net-new mid-market accounts across regulated industries
• Build and own a qualified pipeline through outbound prospecting, partner engagement, and marketing-generated opportunities
• Lead consultative, multi-threaded sales cycles with C-level and VP-level stakeholders across security, risk, compliance, IT, procurement, and legal
• Develop and execute territory plans that prioritize organizations with multi-framework, multi-region compliance complexity
• Apply structured sales methodology with rigor. Forecast accurately, qualify ruthlessly, and advance deals with clear next steps.
• Collaborate with pre-sales, marketing, product, and channel partners to drive deal velocity and competitive wins
• Provide market feedback to product and marketing teams based on field conversations and competitive intelligence

Requirements Must have:

• 10+ years of mid-market software sales experience with consistent, verifiable quota attainment
• Track record carrying $1M+ annual quotas and closing six-figure+ deals into large enterprise accounts
• Proven new logo hunter. The majority of your bookings have come from net-new business, not expansion, renewals, or account management.
• Fluency in structured sales frameworks such as MEDDIC/MEDDPICC, Challenger, Command of the Message, Sandler, Force Management, or equivalent
• Executive presence. Credible and effective in conversations with CISOs, CROs, CIOs, and board-level stakeholders.
• Startup-ready. You operate with high autonomy, build your own infrastructure when needed, and don't wait for someone to hand you a playbook.
• Quantifiable results on your resume: quota attainment, deal sizes, logos won, rep rankings

Nice to have:

• Experience selling GRC, integrated risk management, compliance automation, cybersecurity platforms, or adjacent mid-market security software
• Experience selling to CISOs, CROs, or Heads of Compliance
• Track record displacing entrenched legacy vendors or well-funded point solutions
• Experience navigating complex procurement cycles involving legal review, security assessments, and multi-stakeholder sign-off
• Background at legacy GRC platforms, point compliance tools, or cybersecurity/risk platforms

Benefits Competitive base salary plus uncapped commission aligned to enterprise ACV targets Greenfield enterprise territory with no internal competition for accounts A genuinely differentiated product: sovereign AI, no-code configuration, 200+ frameworks, continuous control monitoring, and flexible deployment (SaaS, private VPC, on-premises) Market credibility: Gartner Disruptor recognition, Fortune 500 and government customers, strategic hyperscaler partnerships Existing customers in production and referenceable from day one Ground-floor opportunity to shape the enterprise sales motion and go-to-market strategy with direct access to company leadership