Senior Account Executive

Invary delivers Runtime Integrity, a foundational security capability built on intellectual property exclusively licensed from the NSA and purpose-built for both government and commercial environments. Our technology continuously verifies the integrity of systems at runtime, addressing a critical gap in modern security: organizations make decisions based on data from systems they implicitly trust, even as AI-driven and zero-day attacks increasingly undermine that trust. We are bringing this dual-use capability to market to restore confidence in the systems security teams depend on.

Invary is defining the Runtime Integrity category. Unlike traditional security tools that focus primarily on detecting events or indicators of compromise, Runtime Integrity continuously validates the state of the system itself. As AI-driven attacks increase in speed and variability, organizations need more than alerts, they need confidence that the systems generating their security data can be trusted. We work with forward-thinking security and technology leaders who recognize that restoring system trust is foundational to effective cybersecurity.

This role is well-suited for a sales professional who is comfortable leading strategic, consultative conversations across technical and executive stakeholders. Sales cycles can involve education, evaluation, and cross-functional alignment, requiring credibility, persistence, and the ability to communicate complex concepts clearly. For someone motivated by meaningful, differentiated technology and long-term customer impact, this represents a significant opportunity to shape a new category.

POSITION SUMMARY

The Senior Account Executive will own full-cycle sales across defined market and industry segments. This role carries meaningful responsibility for generating and closing pipeline while contributing to the ongoing refinement of our sales strategy, messaging, and execution as we scale. You will play an important role in translating market engagement into repeatable growth.

This role is designed for a high-performing sales professional with a demonstrated track record of success in complex B2B environments. You are comfortable operating with autonomy, value meaningful impact, and are motivated by the opportunity to bring a genuinely differentiated security capability to market.

KEY RESPONSIBILITIES

Full-Cycle Sales Execution

• Perform prospecting, outreach, and pipeline generation across SMB, mid-market, and enterprise accounts
• Develop and manage a healthy, diversified pipeline with consistent activity and disciplined qualification
• Identify, target, and penetrate key accounts within defined verticals
• Lead discovery, technical evaluation, proposal, negotiation, and closing activity
• Navigate multi-stakeholder buying processes involving CISOs, IT leadership, procurement, and executive sponsors
• Accurately forecast pipeline and communicate deal status with transparency and rigor
• Help define and iterate on the sales playbook
• Surface buyer insights, competitive intelligence, and ICP feedback that informs product and marketing strategy
• Collaborate with leadership on pricing, packaging, and positioning as sales learnings accumulate

QUALIFICATIONS

Required

• 7+ years of B2B sales experience with a demonstrated, verifiable track record of quota attainment
• Experience selling across accounts in many industries and sizes, including the ability to adapt approach and messaging for each segment
• Proficiency managing complex, consultative sales cycles across multiple stakeholders
• Strong skills in prospecting, discovery, objection handling, and negotiation
• High degree of self-direction
• An established professional network of executive and technical contacts built through years of successful sales
• Support strategic partner relationships
• Ability to travel as needed to events and meetings

Strongly Preferred

• Cybersecurity sales experience in multiple domains: endpoint security, security operations, cloud security, network security, incident response, threat intelligence and research, or adjacent areas
• Familiarity with how security buyers evaluate, procure, and champion solutions internally
• A solid degree of cybersecurity technical understanding and acumen: the ability to engage credibly with Security Architects, Engineers, and technical evaluators, hold substantive conversations about how solutions work, and translate complex capabilities into business outcomes for executive buyers
• Experience at a growth-stage company or emerging startup where building process and generating pipeline was part of your role, not just executing against existing accounts

Characteristics of the Ideal Candidate

• Competitive, collaborative, and motivated by building something as a team
• Intellectually curious about the technology you’re selling and the problems it solves and modern cybersecurity challenges
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