Account Executive, Commercial - Twingate

Twingate is building a modern remote access solution that simplifies and improves the way businesses secure access to their cloud, SaaS, and on-prem resources. Backed by leading investors such as BOND, WndrCo, 8VC, Green Bay Ventures, SignalFire, and Dropbox founders Drew Houston and Arash Ferdowsi, we make Zero Trust Network Access simple enough for any organization to adopt.

About the role

This is a new-business hunting role. Your primary goal is to create pipeline and close net-new logos within your assigned commercial territory. You will run deals end to end: prospecting, discovery, demo, technical evaluation, negotiation, and close.

You will sell to IT leaders, security teams, DevOps engineers, and founders at mid-market companies. Many buyers are replacing a VPN or adopting Zero Trust for the first time, so you will need to teach as much as you sell.

Responsibilities

• Meet or exceed a quarterly new-business quota by sourcing, qualifying, and closing net-new logos.
• Generate your own pipeline through outbound prospecting: calls, email, LinkedIn, events, and creative multi-threaded outreach.
• Partner with SDRs and Marketing to convert inbound leads and product-led signups into qualified opportunities.
• Run the full sales cycle, including discovery, tailored demos, proof-of-value evaluations, pricing, negotiation, and contract close.
• Lead disciplined deal qualification using a framework such as MEDDPICC.
• Position Twingate against legacy VPNs and competing ZTNA and SASE vendors, clearly articulating our differentiation.
• Collaborate with Solutions Engineers to scope technical requirements and deliver successful trials.
• Hand off new customers smoothly to Customer Success and identify early expansion opportunities.
• Keep activity, pipeline, and forecast data accurate in Salesforce, and forecast your business with confidence.
• Share customer and competitive feedback with Product and Marketing to sharpen our go-to-market.

Qualifications

• 2+ years of experience as a SaaS Account Executive in a full-cycle, quota-carrying closing role.
• A proven track record of meeting or exceeding new-business quota.
• Demonstrated ability to build your own pipeline through outbound prospecting, not just working inbound leads.
• Experience running complex sales cycles with multiple stakeholders, including technical buyers and economic decision-makers.
• Strong discovery, presentation, and negotiation skills, plus the ability to explain technical concepts in plain language.
• Comfort with a modern sales stack such as Salesforce, Gong, Outreach or Salesloft, ZoomInfo, and LinkedIn Sales Navigator.
• Self-direction and discipline to thrive in a fully remote environment.
• Curiosity, coachability, and a sense of urgency.
• Ability to travel occasionally for customer meetings, team gatherings, and events.

Major Plus

• Experience selling cybersecurity, networking, identity, or infrastructure software.
• Familiarity with Zero Trust, VPNs, SASE, or identity providers such as Okta, Entra ID, and Google Workspace.
• Experience selling into a product-led growth (PLG) motion, converting free or self-serve users into paid customers.
• Experience selling to technical buyers such as DevOps, platform engineering, and IT teams.
• Prior success at a high-growth startup.

What We Value

• High Agency: We own the problem and don’t think in silos. Take initiative to solve problems and speak up.
• Deliver Customer Value: Company success follows customer success. Everything we do starts and ends with delivering value to our customers.
• Continuous Improvement: Embrace learning by doing, making mistakes, and course correcting constantly.
• Go Find Out: Seek a deeper understanding beyond the surface and get your hands dirty with ground truth data.
• Startup DNA: Operate at a higher clock speed and believe small committed teams can make the impossible possible.