About Astelia
Astelia helps security teams dramatically reduce the volume of incidents generated by vulnerability management tools. We do this by building a deep, contextual understanding of our customers’ networks - turning noise into signal and enabling security teams to focus on what truly matters. We’re a small, fast-moving startup with great people who care about impact, craftsmanship, and each other.
About the Role
As an Enterprise Account Executive, you will own and grow strategic enterprise accounts, driving new logo acquisition and expansion within complex organizations.
This is a high-impact, high-visibility role focused on landing and expanding large enterprise deals. You will lead complex, multi-stakeholder sales cycles and position Astelia as a trusted strategic partner to CISOs and executive security leaders.
If you thrive in fast-paced environments, know how to navigate enterprise buying processes, and love winning high-value deals that make a real difference, this role is for you.
What You’ll Do
- Own a defined enterprise territory and build a pipeline of high-value opportunities
- Drive net-new enterprise logo acquisition as well as expansion within existing strategic accounts
- Lead complex sales cycles involving CISOs, CIOs, security leaders, and executive stakeholders
- Run a consultative, value-based sales process from prospecting through close
- Deliver compelling business cases that clearly articulate risk reduction and operational impact
- Partner closely with Solutions Engineers to deliver outcome-driven demos and technical validations
- Collaborate with channel partners, VARs, and ecosystem players to accelerate deal velocity
- Accurately forecast revenue and maintain disciplined pipeline management in CRM
- Provide feedback to leadership and product teams to continuously refine our go-to-market strategy
- Represent Astelia at industry events and help elevate our brand within the cybersecurity community
- 5+ years of enterprise sales experience in cybersecurity
- Proven track record of closing six and seven figure deals with large enterprises
- Demonstrated success owning a territory and driving net-new logo acquisition
- Experience selling complex, technical security solutions across multiple stakeholders
- Strong relationships within the cybersecurity ecosystem (customers, partners, VARs)
- Proficiency in value-based selling methodologies (e.g., MEDDIC, Command of the Message)
- Strong forecasting discipline and CRM hygiene
- Exceptional communication and executive presence
- A true “hunter” mindset - self-motivated, resilient, and energized by building pipeline
- Ability to operate effectively in a fast-growing, high-ambiguity environment
Top Skills
Similar Jobs
What you need to know about the Boston Tech Scene
Key Facts About Boston Tech
- Number of Tech Workers: 269,000; 9.4% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: Thermo Fisher Scientific, Toast, Klaviyo, HubSpot, DraftKings
- Key Industries: Artificial intelligence, biotechnology, robotics, software, aerospace
- Funding Landscape: $15.7 billion in venture capital funding in 2024 (Pitchbook)
- Notable Investors: Summit Partners, Volition Capital, Bain Capital Ventures, MassVentures, Highland Capital Partners
- Research Centers and Universities: MIT, Harvard University, Boston College, Tufts University, Boston University, Northeastern University, Smithsonian Astrophysical Observatory, National Bureau of Economic Research, Broad Institute, Lowell Center for Space Science & Technology, National Emerging Infectious Diseases Laboratories
