Mid Market Account Executive

Working at Thoropass

At Thoropass, we’re redefining how modern companies achieve and maintain compliance. As the audit-first compliance partner, we pair deep audit expertise with advanced technology to deliver unmatched accuracy, efficiency, and confidence at every stage of the compliance journey.

Our mission is to raise the bar for the industry—helping organizations not only meet requirements but demonstrate trust as a competitive advantage. We believe compliance done right enables innovation, accelerates growth, and protects what matters most.

Joining Thoropass means working alongside auditors, engineers, and compliance experts who are setting a new standard for how compliance and audit should work—collaborative, transparent, and built for the real world. Together, we’re shaping the future of enterprise-grade compliance.

Our Values 

These are the behaviors and skills we look for in our people. Living by these values ensures we are building a team that can grow together and deliver the best possible outcomes for each other and our customers.

• Take thoughtful risk: We solve for today while being considerate of tomorrow—creatively leveraging our tools and abilities to hit ambitious goals.
• Own the outcome: We take accountability for our impact—on our customers, our teammates, and our industry. We follow through with excellence and integrity in everything we do.
• Be curious, ask, and learn: We always seek to better understand our industry and our customers. We don’t shy away from mistakes—using every bit of data to learn and iterate.
• Win together: Compliance is a team sport. We proactively engage with one another and check our egos at the door in search of the best ideas.
• Move the needle: Our goals are lofty for a reason. We set clear expectations, give direct feedback, and challenge ourselves to close the gap between those goals and results.

What We Do

Thoropass is the audit-first compliance partner for growing and enterprise organizations that expect more from their compliance programs. We combine deep audit expertise with advanced technology to help customers achieve, maintain, and scale compliance with precision and confidence.

Through our integrated platform, customers can manage compliance programs, complete audits, and access complementary services like penetration testing—all supported by our in-house audit firm and team of security and compliance experts.

From SOC 2 and ISO 27001 to PCI, HIPAA, and HITRUST, we deliver high-quality audits and continuous compliance management that scales with our customers’ growth. Our audit-first approach ensures every engagement meets the highest standards of accuracy, independence, and efficiency—whether you’re a scaling SaaS company or an enterprise expanding globally.

Founded in 2019 and headquartered in New York, Thoropass is backed by leading investors including J.P. Morgan, PayPal Ventures, Fin Capital, Centana, Canapi, and Bain Capital. With a global team across 18+ countries, we’re building the future of compliance—one audit at a time.

About the Role

Thoropass is hiring a Mid-Market Account Executive who excels in building pipeline, running disciplined discovery, and managing complex, multi-stakeholder sales cycles with rigor.

Thoropass sells mission-critical security and compliance solutions to growth-stage and mid-market companies. Our buyers include CFOs, CTOs, Heads of Security, and executive leadership teams. These are thoughtful, risk-aware buyers who expect clarity, structure, and strong business cases. This is not a transactional closing role. Winning requires structured qualification, strong executive presence, and the ability to guide prospects through technical, financial, and operational evaluation.

You will be responsible for driving predictable revenue through self-generated pipeline, disciplined deal management, and accurate forecasting across 6-week to 6-month sales cycles.

What You’ll Own

Pipeline Generation

• Build and maintain sufficient pipeline coverage (3–5x quota)
• Self-source 40–60% of pipeline through strategic outbound
• Leverage event-based triggers (fundraising, enterprise deals, regulatory deadlines)
• Partner with SDR and marketing to maximize inbound conversion

Deal Qualification & Forecasting

• Run disciplined discovery using MEDDPICC (or similar)
• Maintain accurate forecast calls with clear commit criteria
• Identify economic buyers and champions early
• Proactively mitigate slippage and risk

Deal Control & Multi-Threading

• Manage complex buying committees across Security, Finance, and Executive stakeholders
• Drive Mutual Action Plans for late-stage opportunities
• Establish compelling events and timeline accountability
• Maintain rigorous CRM hygiene and documentation

Revenue Contribution

• Close five- and six-figure ARR deals
• Improve stage-to-stage conversion metrics
• Contribute to scalable sales process improvements

What Success Looks Like

• Strong self-generated pipeline
• Forecast accuracy within 10%
• Low slip rates in commit deals
• Documented MEDDPICC in all qualified opportunities
• Consistent multi-threading in late-stage deals
• High inspection readiness

Required Experience

• 5+ years total of SaaS sales experience
• Proven history of self-sourced pipeline
• Experience selling into CFO, Security, IT, or technical buyers
• Demonstrated use of formal qualification frameworks
• Strong written communication and deal follow-up discipline
• Experience managing complex, multi-stakeholder sales cycles

Preferred

• Compliance, cybersecurity, or GRC experience
• Experience scaling within a growth-stage SaaS company
• Experience in forecast-driven sales organizations

Compensation & Benefits

• The salary range for this position is $105-150k base + bonus + equity
• Exceptional health, dental, and vision care
• Early equity in a fast-growing company
• Hybrid work-from-home model (or remote)
• Unlimited PTO