Account Executive, Commercial West

Title: Account Executive, Commercial West Location: Remote - US

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.