Senior Account Executive

Role

We’re looking for a founding, Senior Account Executive who thrives in undefined markets and wants to help build both the GTM motion and the category. In a world where traditional playbooks don’t yet exist, your job is to help us:

• Discover who the real buyer is

• Clarify the early wedge and repeatable use cases

• Run tightly looped experiments on positioning, pricing, and packaging

• Turn founder-led sales into a scalable, learnable motion

You’ll work directly with the founder and early engineers, sitting in the center of product, sales, and market learning.

Responsibilities

• Partner with founders on sales cycles: Co-run high-stakes early deals with the founder, especially deeply technical or strategic opportunities.

• Bring a clear, compelling story: Focusing on AI agents, endpoint risk, and “semantic security” to CISOs, CIOs, security engineering, and AI platform teams.

• Improve our GTM process: Experiment with deal structures (design partners, pilots, land-and-expand) and influence how we price and package early offerings.

• Take full ownership of your pipeline: Prospect directly into target accounts and partner with our network, investors, and advisors to open doors, building and maintaining a focused pipeline of high-quality conversations.

• Be the voice of the market internally:Bring concrete, structured feedback on buyers, objections, integrations, and workflows back into product and engineering, helping shape messaging, narrative, and content.

• Contribute to the foundations of sales at Origin: Help define our first quotas and sales process in a way that fits this stage, creating the first generation of playbooks, talk tracks, and enablement materials that future reps will use.

• Model the culture for future sales hires: High ownership, low ego, tightly integrated with product and research.
  

Skills and Experience

• 5+ Years of Sales Experience: Enterprise sales into Fortune 2000 organization across complex procurement and budgeting cycles.

• Self-starter mindset: Takes ownership of your process, follow-ups, and pipeline without needing a playbook.

• You’ve sold into very early or ambiguous markets: You’ve been an early AE / first GTM hire at a seed/Series A infrastructure or security company and you’re comfortable selling when the category name isn’t obvious.

• You have real enterprise security or infra experience: You’ve sold products in endpoint security, detection & response, identity, cloud security, devtools, or low-level infra, and are comfortable with CISOs and technical architects.

• You have a bias toward action and ownership: You’re happy to prospect, run your own follow-ups, build your own deck, write the follow-up memo, and help tune the demo, without a tight process to be effective (though you know how to build those later).

• You care about the mission: You believe that AI and agents on endpoints are going to change how enterprises operate.

Nice to Haves

• A short note on why early-market, evangelical sales appeals to you, and

• One example of a time you helped shape the GTM motion.