Account Executive, New Logo - Offensive Security
About the Role
The Account Executive, New Logo - Offensive Security is responsible for driving net-new business for Pathfynder by A-LIGN, a specialized offensive security practice focused on helping organizations identify and mitigate real-world cyber threats through advanced security testing. This role is responsible for prospecting, developing, and closing new business opportunities while building relationships with security, technology, and executive stakeholders. The ideal candidate has a consultative sales approach and can effectively articulate the value of offensive security services including penetration testing, red team engagements, adversary emulation, cloud security assessments, and incident response services. Success in this role requires a proven ability to navigate complex enterprise sales cycles, create pipeline, and consistently generate new revenue while helping organizations strengthen their security posture against an increasingly sophisticated threat landscape.
Pathfynder is a veteran-owned cybersecurity firm specializing in offensive and defensive security. We deliver penetration testing, red teaming, emerging-tech testing, and forensics and incident response. Our operators bring 15-20+ years of hands-on experience, with many trained by the US Intelligence Community and military.
Reports to
Vice President, GTM
Pay Classification
Full-Time, Exempt
Responsibilities
- Drive net-new business development across mid-market and enterprise organizations by positioning offensive security services as a strategic component of clients' cyber risk management and security maturity programs
- Develop and execute territory and account strategies that generate qualified pipeline, expand market presence, and achieve revenue growth objectives within target accounts and industries
- Lead complex enterprise sales engagements from initial outreach and executive discovery through solution design, proposal development, negotiation, and contract execution
- Engage CISOs, security leaders, and executive stakeholders in consultative discussions around threat exposure, adversary risk, defensive readiness, and offensive security program objectives
- Advise prospective clients on the value of penetration testing, red teaming, adversary emulation, cloud security assessments, attack surface validation, and incident response preparedness to address evolving cybersecurity threats
- Partner with offensive security consultants and technical subject matter experts to align client security challenges with tailored testing methodologies and service recommendations
- Build and maintain trusted relationships across multi-threaded buying committees, navigating technical, operational, procurement, and executive decision-making processes
- Deliver compelling presentations and executive-level business cases that connect offensive security investments to risk reduction, resilience, regulatory expectations, and organizational security goals.
- Maintain forecast accuracy and sales discipline through effective pipeline management, account planning, and CRM utilization
- Represent Pathfynder by A-LIGN at industry conferences, cybersecurity events, executive briefings, and customer engagements to strengthen market awareness and develop strategic relationships within the security community
Minimum Qualifications
EDUCATION
- Bachelor’s degree in business, marketing, or other relevant fields preferred
EXPERIENCE
- 7+ years of work experience in cybersecurity services, penetration testing, offensive security, or professional services sales
- Experience closing new business with mid-market and enterprise clients, preferable prior president club or full annual quota attainment.
- Strong understanding of enterprise sales methodologies, complex deal cycles, and multi-stakeholder buying groups
- Working knowledge of offensive security services such as penetration testing, red teaming, or vulnerability assessments
- Excellent communication, negotiation, and presentation skills
- Self-motivated, results-oriented, and comfortable working in a fast-paced, high-growth environment
- Experience using Salesforce or similar CRM platforms
SKILLS
- Ability to meet deadlines with a high degree of motivation
- Executive presence and excellent communication skills
- Thrives in a fast-paced environment
- Ability to work individually as well as collaboratively
Benefits
- Healthcare, Dental, and Vision Benefits
- Employer Paid Life Insurance and Disability Insurance
- EAP - Employee Assistance Program
- Pet Insurance
- 401(k) Plan with Employer Matching
- Competitive Commission Structure
- Home Office Reimbursement
- Certification Reimbursement
- Personalized Career Coaching
- Generous Paid Time Off
- Paid Office Closure December 25-January 1
- Vacation Bonus
- Summer Hours
About A-LIGN
A-LIGN is the leading provider of high-quality, efficient cybersecurity compliance programs. Combining experienced auditors and audit management technology, A-LIGN provides the widest breadth and depth of services including SOC 2, ISO 27001, HITRUST, FedRAMP, and PCI. A-LIGN is the number one issuer of SOC 2 and HITRUST and a top three FedRAMP assessor. To learn more, visit a-lign.com
Come Work for A-LIGN!
Apply online today at A-LIGN.com and learn about life at A-LIGN by following us on LinkedIn.
A-LIGN is an Equal Opportunity Employer. Minorities, women, disabled, and veterans encouraged to apply!
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