Account Executive

About this role

Who We Are

Cobalt was founded on the belief of a fundamental human aspiration: the desire to live better and safer. It all started in 2013, when our founders realized that pentesting can be better. Today our diverse, fully remote team is committed to helping organizations of all sizes with seamless, effective and collaborative Offensive Security Testing that empower organizations to OPERATE FEARLESSLY and INNOVATE SECURELY.

Our customers can start a pentest in as little as 24 hours and integrate with advanced development cycles thanks to the powerful combination of our SaaS platform coupled with an exclusive community of testers known as the Cobalt Core. Accepting just 5% of applicants, the Cobalt Core boasts over 400 closely vetted and highly skilled testers who jointly conduct thousands of tests each year and are at the forefront of identifying and helping remediate risk across a dynamically changing attack surface.

Cobalt is an Equal Opportunity Employer and we strive to build a diverse and inclusive workforce at our company. At Cobalt we aspire to engage with diverse individuals, communities, and organizations in order to continue to nurture our unique rich diverse culture. Join our team, and be your true self to do your best work.

Description

We are looking for an Account Executive to join our growing North America Sales Team. In this role, you will own the full sales cycle for our SMB West territory, helping organizations strengthen their security posture by selling our Offensive Security platform and services.

This is a high-velocity, transactional sales role where you'll be responsible for generating new business, expanding existing customer relationships, and consistently managing a large, active pipeline. Success in this role requires strong business acumen, disciplined forecasting, and the ability to confidently lead consultative product demonstrations that move opportunities to close.

You'll manage a high volume of opportunities while carrying a meaningful revenue target, making a direct impact on the company's growth. If you thrive in a fast-paced environment, enjoy owning your business end-to-end, and are passionate about cybersecurity, we'd love to hear from you.

What You'll Do

• Own the entire sales cycle for your assigned SMB territory, from prospecting through close.

• Build, manage, and close a healthy pipeline of net new business opportunities.

• Drive expansion opportunities within existing customer accounts to maximize revenue growth.

• Manage relationships across a large portfolio of 100+ active customer accounts.

• Deliver compelling 30-minute product demonstrations that clearly communicate business value.

• Maintain accurate pipeline hygiene, forecasting, and opportunity management within CRM.

• Consistently achieve and exceed a $1M annual quota.

• Partner cross-functionally with Sales Development, Customer Success, Marketing, and Solutions Engineering to deliver an exceptional customer experience.

You Must Have

• 1+ years of closing experience in a quota-carrying sales role within the cybersecurity industry.

• A proven track record of consistently meeting or exceeding sales quotas.

• Experience managing a high-volume sales pipeline and balancing multiple opportunities simultaneously.

• Strong forecasting discipline and experience accurately managing pipeline health.

• Confidence leading virtual product demonstrations and customer presentations.

• Strong organizational and time management skills with the ability to prioritize effectively.

• Ability to work independently while collaborating across teams.

• Located in the Pacific Time Zone.

• Proficiency in spoken and written English.

Nice to Have

• Experience selling SaaS cybersecurity solutions into the SMB market.

• Experience in a fast-paced startup or high-growth technology company.

• Demonstrated success managing both new logo acquisition and customer expansion opportunities.

• Exceptional Senior Business Development Representatives with a consistent record of exceeding quota and demonstrating strong closing aptitude are encouraged to apply.

Why You Should Join Us

• Grow in a passionate, rapidly expanding industry operating at the forefront of the Pentesting industry

• Work directly with experienced senior leaders with ongoing mentorship opportunities

• Earn competitive compensation and an attractive equity plan

• Save for the future with a 401(k) program (US) or pension (EU)

• Benefit from medical, dental, vision and life insurance (US) or statutory healthcare (EU)

• Leverage stipends for:

• Wellness

• Work-from-home equipment & wifi

• Learning & development

• Make the most of our flexible, generous paid time off and paid parental leave

Pay Range Disclosure (For US openings only)

Cobalt is committed to fair and equitable compensation practices. The salary range for this role is $130,000 - $145,000 OTE per year + equity + benefits. A candidate’s salary is determined by various factors including, but not limited to, relevant work experience, skills, and certifications. The salary range may differ in other states and may be impacted by proximity to major metropolitan cities.

Cobalt (the "Company") is an equal opportunity employer, and we want the best available persons for every job. The Company makes employment decisions only based on merit. It is the Company's policy to prohibit discrimination in any employment opportunity (including but not limited to recruitment, employment, promotion, salary increases, benefits, termination and all other terms and conditions of employment) based on race, color, sex, sexual orientation, gender, gender identity, gender expression, genetic information, pregnancy, religious creed, national origin, ancestry, age, physical/mental disability, medical condition, marital/domestic partner status, military and veteran status, height, weight or any other such characteristic protected by federal, state or local law. The Company is committed

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