Job Description

ACCOUNT EXECUTIVE: CYBERSECURITY & MANAGED SECURITY SERVICES (MDR)
Remote or Buffalo, NY  

ABOUT THE COMPANY

Our client is a fast-growing, profitable cybersecurity consultancy on pace to gross $1M in revenue this year. They deliver managed detection & response (MDR), penetration testing, vulnerability management, and risk and compliance assessments to small and mid-sized businesses. Nearly all of their growth to date has come through channel partners, and the business is proven, profitable, and ready to build a direct sales motion from the ground up.

WHY THIS ROLE

This Account Executive opening is the company's first dedicated sales hire and a true ground-floor opportunity in cybersecurity sales. You will build the direct sales motion from scratch: target list, messaging, pricing feedback, and process, working side by side with a hands-on founder who brings 25+ years of security leadership and has personally managed 500+ cyber incidents in the last 5 years. As the sales team grows from here, this Account Executive will have the first opportunity to lead it.

WHAT YOU'LL DO

* Build and run the direct sales pipeline from the ground up: prospecting, discovery, scoping with the delivery team, proposals, negotiation, and close
* Grow the recurring MDR client base, currently protecting roughly 4,000 endpoints and expanding, which is the company's top strategic priority
* Sell both project-based security services (penetration testing, risk and vulnerability assessments) and recurring MDR engagements
* Define the go-to-market playbook: ideal customer profile, territory, messaging, CRM setup, and proposal templates
* Build and maintain relationships with CISOs, IT directors, and compliance and risk leaders at small and mid-sized companies
* Partner directly with the founder on pricing, service line strategy, and channel partner conversations
* Help build, and eventually lead, the sales team as headcount grows

QUALIFICATIONS - REQUIRED

* Proven track record carrying and hitting a direct sales quota in cybersecurity, managed security services (MSSP / MDR), or a related security/IT services field
* Experience selling for a company without a major brand name behind it, and comfort building pipeline from cold outreach
* Demonstrated ability to source and close deals independently, from prospecting through signature
* Established relationships with CISOs, IT directors, or compliance and risk leaders
* Experience selling both project-based and subscription or recurring managed services
* Comfort operating without a formal playbook, SDR support, or marketing-generated leads
* Strong consultative selling skills suited to small and mid-sized business buyers
* Self-starter mindset with a preference for ownership over structure

BONUS SKILLS / OPPORTUNITY TO GROW

* Prior sales experience at an MDR or managed security services provider such as Rapid7, Arctic Wolf, or similar
* Experience selling penetration testing, vulnerability management, or compliance and risk assessment services
* Background building a sales function, territory, or playbook from scratch
* Interest in growing into a sales leadership role as the team scales
* Openness to equity participation as part of long-term compensation

COMPENSATION & STRUCTURE

Compensation includes a strong base salary plus uncapped commission, with meaningful upside on the recurring MDR business you build and equity potential for the right candidate. Open to both W2 and 1099 engagement structures. Full compensation details are shared during the interview process.