Founding Account Executive

Every CISO we talk to has the same problem: AI agents are proliferating across their org, accessing sensitive data, calling internal APIs, operating with zero oversight. They know they need governance. They just don't know who to buy it from yet. That's where you come in.

We're looking for a Founding Account Executive who can take warm pipeline and early traction and turn it into a repeatable, scalable sales motion. You won't inherit a playbook — you'll write it. You'll work deals end-to-end, from first discovery call to signed contract, selling to security leaders and IT executives at companies that are already deploying AI agents and feeling the pain.

This isn't a role where you pitch slides and wait. You'll use AI yourself — running agents to research accounts, prep for calls, draft proposals, and move faster than any AE at any competitor. You'll sell an AI product, and you'll sell it the AI-native way.

What You'll Do

• Own the full sales cycle — from qualified lead to closed-won. Prospect, discover, demo, negotiate, close. No handoffs, no excuses.
• Build and iterate the enterprise sales playbook — pricing, packaging, objection handling, competitive positioning. What you learn becomes the foundation for the team that follows.
• Run consultative, technical sales conversations with CISOs, Heads of IT, and VP-level buyers at companies with 500–10,000+ employees.
• Partner with the founding team on positioning, messaging, and go-to-market strategy — your voice shapes how we show up in the market.
• Use AI relentlessly in your workflow — account research, email personalization, call prep, deal analysis. You'll be the most AI-augmented seller in enterprise security.
• Forecast accurately and manage pipeline with discipline — we make decisions based on what you see in the field.
• Close the lighthouse deals that unlock new verticals, case studies, and market credibility.

What We're Looking For

• 4+ years of B2B SaaS closing experience, with at least 2 years selling to enterprise (deal sizes $50K+).
• Track record of exceeding quota — you have the W-2s and President's Club trips to prove it.
• Experience selling to security, IT, or infrastructure buyers. You understand compliance, procurement, and how enterprises actually buy software.
• Comfort with technical products — you don't need to write code, but you can hold your own in a conversation about APIs, authentication, and access control.
• Hands-on with AI tools — you already use ChatGPT, Claude, Cursor, or similar tools in your daily workflow. You're not AI-curious, you're AI-native.
• Founder mentality — you thrive in ambiguity, move fast, and take ownership beyond your job description.
• Exceptional communicator — you write sharp emails, run tight demos, and build trust in the room.

Why Willow

You'll close the deals that define a new category.

AI adoption is accelerating faster than any technology shift before it. Soon, every employee will delegate thousands of tasks to AI agents — running in parallel, accessing sensitive data, performing actions across internal systems and SaaS tools. Today, this layer has zero governance.

Willow is building the control layer for AI agents: zero-trust authentication, app-aware permissions, centralized audit trails. We enable adoption without compromising security. Every agent, every tool, one control plane.

We're already in production with forward-thinking enterprises. The market is moving fast — and we're positioned to lead it.

What else:

• Founding impact: You're not joining a sales team — you're building it. Early equity, real ownership, uncapped commission, and a seat at the table.
• Sell into pull: Enterprises are actively looking for this. You're not creating demand from nothing — you're capturing a wave.
• AI-native selling: You'll have the best tools and the freedom to use them. We practice what we preach.
• The right moment: Strong traction, active fundraising, and a market that's exploding. This is the window.