Sales Account Executive, SMB

Company Overview

XBOW is redefining offensive security by building the world’s first autonomous pentesting platform, powered by AI. Traditional human-led pentesting struggles to keep pace with modern software development and an increasingly sophisticated threat landscape.

XBOW enables security teams to continuously test and harden systems using AI-driven offensive security, helping organizations reduce risk before attackers strike. Backing from Sequoia Capital and Altimeter, combined with a team behind GitHub Copilot and GitHub Advanced Security, positions XBOW to build the next generation of security infrastructure.

Role Overview

SMB Account Executives will drive new customer acquisition for companies with 100 million to 1 billion in annual revenue. This role owns a high-velocity book of business, managing opportunities from initial discovery through close, while delivering a strong, efficient buyer experience.

You will engage security, engineering, and technical leaders at growing companies, helping them understand risk and adopt autonomous pentesting as part of their security posture. Success in this role comes from strong discovery, clear value articulation, disciplined pipeline management, and consistent execution. This role partners closely with SDRs and Sales Engineering to qualify inbound and outbound opportunities, run effective evaluations, and close business efficiently.

Key Responsibilities

• Own the full sales cycle for SMB customers, from discovery through close

• Manage a high-volume pipeline and consistent deal execution

• Conduct consultative discovery conversations to understand customer security needs, risk tolerance, and priorities

• Present and demo XBOW’s autonomous pentesting platform to security, engineering, and technical stakeholders

• Clearly articulate value tied to risk reduction, efficiency, and security outcomes

• Partner closely with SDRs on lead qualification, account coverage, and follow-up strategy

• Consistently meet or exceed monthly and quarterly revenue targets

Candidate Profile

• Consultative seller with strong discovery, qualification, and closing skills

• Comfort engaging technical buyers, including security, engineering, DevOps, and GRC teams

• High level of organization and discipline with pipeline management and forecasting

• Capability to manage multiple active opportunities without sacrificing quality

• Collaborative mindset combined with personal accountability for results

• Motivation driven by customer impact and long-term value creation

Required Experience

• 1-3+ years of experience in B2B SaaS sales, including a quota-carrying closing role

• Proven success selling to SMB customers

• Track record of meeting or exceeding sales targets in a high-velocity environment

• Experience selling technical products such as cybersecurity, DevOps, developer tools, or infrastructure software preferred

• Hands-on experience using Salesforce, LinkedIn Sales Navigator, ZoomInfo, Gong, and other modern sales engagement tools

Preferred Qualifications

• Exposure to security buying motions involving risk, compliance, or trust-based decisions

• Familiarity with pentesting, application security, vulnerability management, or cloud security concepts

• Experience working in a scaling SaaS organization

Compensation and Growth

Pay and Equity
Competitive base salary, performance-based commission, and equity participation.

Career Development
Clear opportunities for advancement within the sales organization as XBOW continues to scale.

Impact
Direct contribution to modernizing offensive security and helping teams protect critical systems.

Role Details

• Location: Arlington, VA, USA (Hybrid- In-office 3-5 times a week), or US remote

• Employment Type: Full-time

Hiring Process

1. Introductory call

2. Product overview and discussion

3. Sales scenario interview focused on discovery and deal execution

4. Final interview and offer

XBOW integrates AI deeply into its product and operating model. The team values strong sales fundamentals, curiosity, and professionalism. Candidates excited to sell a differentiated cybersecurity platform in a fast-growing market are encouraged to apply.