Enterprise Account Executive

Enterprise Account Executive, East Coast Remote, East Coast · Full-time · Regular travel to customers, partners, and events WHO WE ARE Come join the company helping security teams say yes to AI. Enterprises want their people using AI everywhere, and their security teams need to know what data is going into it, who is sending it, and why. Anzenna is an AI DLP and insider risk solution that gives them those answers, so the business can move fast on AI without losing track of its data. Today we protect more than 1M identities for customers in over 25 industries. Anzenna was founded by Ganesh Krishnan, former CISO at Yahoo, LinkedIn, and Atlassian, and Albert Yu, our CTO. We're backed by 8VC, Canaan Partners, and other leading investors, and we're hiring people who want to get in early and build. THE OPPORTUNITY We're looking for a hunter-type Enterprise Account Executive on the East Coast to open and close new logos. This is a full-cycle role. You'll own every deal from first connection through proof of concept to signed contract, selling to CISOs and security leaders at large enterprises. You'll work alongside our VP of Sales and directly with our CEO on executive deals, with a forward-deployed engineer at your side through each POC. It's an early seat on a small team, so you'll carry a number and also help shape how Anzenna sells as we grow. Doing it well means understanding a customer's business, how their data moves, and where AI and insider risk show up for them, then mapping Anzenna to the problems their leadership cares about most. RESPONSIBILITIES Know Anzenna's AI DLP and insider risk solution deeply, and the value it delivers to security teams and the business Build an East Coast territory plan with clear goals and accurate forecasting Own the sales cycle from pipeline generation to close, opening accounts through executive outreach, regional events, and partner introductions Run discovery and demos with security leaders and practitioners, and keep every deal on a clear path to a decision Run proofs of concept with our forward-deployed engineers that end in a signed contract Advise CISO- and CIO-level executives with a point of view on AI risk and data security, and grow those relationships over time Build business cases with your champions that hold up in front of their leadership Negotiate pricing and contract terms with procurement and legal teams Grow Anzenna's presence with channel and alliance partners in your region, working with our founders on executive relationships Represent Anzenna at conferences, regional events, and industry gatherings Bring what you learn in the field back to product, marketing, and the rest of the sales team QUALIFICATIONS A record of overachievement as an early or founding seller at a security startup, with new-logo deals you sourced and closed yourself Five or more years carrying an enterprise quota, selling to CISOs and security leaders Command of value-based selling, with deals built on business outcomes the customer's leadership signs off on Proficiency running a formal sales process, including hands-on use of a qualification framework like MEDDPICC and disciplined forecasting in your CRM Enough technical depth to run the demo yourself and hold a credible conversation with a security architect Working knowledge of data security and compliance frameworks and how they shape buying decisions A quick study on new technology who can learn a product fast and explain it in the customer's terms Strong communication and presentation skills, and the creativity to find ways to move a stalled deal forward Fluency with AI in your own work. You use it daily for account research, call prep, and follow-ups, and it shows in how much you get done in a week Experience selling data security, insider risk, identity, or security operations is a strong plus Based on the East Coast and willing to travel regularly WHAT THIS ROLE ISN'T This isn't a fit for someone who needs an established playbook, a large SDR team booking meetings, or a fixed pitch handed down from marketing. We measure this seat on paid enterprise deals, and your best results should come from deals you led yourself, whether you sourced them directly or through a partner. COMPENSATION On-target earnings: $300K to $400K per year, split 50/50 between base salary and commission, plus equity. Final compensation depends on experience, location, and the needs of the role.