Strategic Account Executive (Central)
OptiAI · New York, NY · remote
About Opti
Opti is the AI-native identity security platform, replacing manual, periodic access governance with continuous, automated control that deploys in hours, not months.
Founded by repeat cybersecurity entrepreneurs and backed by top-tier VCs with $20M in funding, Opti is AWS's exclusive emerging IAM partner in the Security Hub Extended program.
About the Role
As a Strategic Account Executive, you will be responsible for driving revenue growth and expanding Opti's presence across your assigned region — East, Central, or West.
This is a high-impact, quota-carrying sales role focused on building pipeline, developing enterprise relationships, and driving complex sales cycles from initial engagement through close.
The ideal candidate is a proven enterprise sales professional with a strong track record of exceeding quota, experience selling complex technology solutions, and a deep understanding of cybersecurity and identity. You should be equally comfortable operating within a structured sales environment and working independently in a fast-paced, early-stage startup.
Responsibilities
- Develop and execute a regional sales strategy to achieve and exceed revenue targets.
- Build and maintain a strong pipeline of qualified enterprise opportunities.
- Drive new logo acquisition and develop strategic relationships with enterprise customers.
- Own the full sales cycle from prospecting and discovery through negotiation and close.
- Engage with senior security, IT, and business stakeholders throughout the sales process.
- Develop territory and account plans aligned with Opti's growth objectives.
- Maintain disciplined pipeline management, forecasting, and CRM activity.
- Collaborate closely with Solutions Engineering, Marketing, Product, and company leadership to drive deals forward.
- Represent Opti at customer meetings, industry events, and other relevant activities within the region.
Requirements- 12–15+ years of overall B2B sales experience, with significant enterprise sales experience.
- 3–5+ years of experience in cybersecurity and/or identity.
- Strong understanding of Identity & Access Management (IAM), Identity Governance & Administration (IGA), and emerging identity technologies.
- Proven track record of consistently achieving and exceeding quota.
- Experience selling complex technology solutions to enterprise customers and managing multi-stakeholder sales cycles.
- Experience at a top-tier technology company combined with experience in a high-growth or early-stage startup is strongly preferred.
- Strong sales methodology combined with the ability to operate independently and thrive in an early-stage environment.
- Excellent communication, negotiation, and executive presence.
- Strong business acumen and ability to build trusted relationships with senior-level customers.
- Willingness to travel within the assigned region as needed.
- Candidates must be based in the United States and authorized to work in the US