Mid-Market Account Executive

Tracecat helps AI-native security teams build agents and automate cyber defense. We're a product-led, open core company with open source and community at the center (), and we win deals against competitors 100x our size.

Security teams at high-growth startups to public companies, including Verkada, Etsy, NinjaOne, Neo Financial, and Y Combinator, already trust Tracecat to automate incident response and security operations.

We're hiring a Mid-Market Account Executive to build on that traction and turn it into a repeatable, scalable sales motion. You'll work directly with the founders every day, own deals from first conversation to signed contract, and sell to security engineers, detection and response teams, and security leaders.

### **What you'll do**

You won't just be working leads someone else hands you. You'll have the agency to shape how Tracecat goes to market.

* Own the full sales cycle, from prospecting to close, across technical champions and economic buyers
* Convert product-led demand: find the open source users and self-hosted teams who are ready for Tracecat Cloud or Enterprise, and run the deal from there
* Build pipeline through outbound, the community, events, and your own network. Find teams that are outgrowing their SOAR, buried in alerts, or trying to deploy AI agents in their SOC
* Run technical discovery and demos. Understand a team's stack, workflows, and pain points, and be precise about what the product does today
* Lead evaluations: agree on success criteria, scope POCs, and partner with our engineers on setup and validation
* Make the business case to security leadership, and own security review, procurement, legal, and the close
* Work closely with the founders, engineers, and product team to turn customer feedback, objections, and lost deals into product direction
* Shape and refine the GTM motion, including pricing, expansion, and the outbound playbooks future reps will use

### **What you bring**

* 2+ years of closing experience as an AE, with a track record of beating quota in technical sales cycles
* Strong technical fluency. You've sold to engineers and can comfortably talk through APIs, integrations, workflows, and how AI agents actually behave
* You can turn complex technical capabilities into a clear business case, and earn the trust of practitioners and executives alike
* Comfort with ambiguity. You can build structure in a fast-moving, zero-to-one environment
* You're AI-pilled and anti-slop. You use AI for research, prep, and follow-through, and you know where it needs human judgment
* Slope over intercept: we value learning velocity, grit, and unapologetically unique personalities

### **Bonus**

* Experience selling security, developer tools, or data infrastructure
* Experience with bottoms-up, product-led, or open source adoption funnels
* SDR/BDR background, meaning you've built pipeline from scratch
* Prior experience as a founder, early operator, or first sales hire

### **Compensation**

* $150K–$175K base / $300K–$350K OTE (50/50, uncapped) plus a 0.1%–0.2% equity grant.
* OTE assumes quota attainment.

### **Company benefits**

* Competitive compensation and meaningful equity
* 20 days of paid time off every year
* 15 days of remote work flexibility per year
* 100% coverage for health, dental, and vision
* Wellness stipend for the gym, spa, or whatever keeps you at your best
* Free lunch
* Team offsites

### **Location**

On-site in our New York office.