Enterprise Account Executive
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AI Summary
Modern software runs on open source — and managing the compliance, security, and regulatory complexity that comes with it is one of the biggest problems facing engineering and legal teams today. FOSSA is the platform they use to address these challenges. We help thousands of organizations automate license compliance, prioritize vulnerabilities, generate and operationalize SBOMs, and meet regulatory requirements. Whether it's scanning AI-generated code for IP risks or helping a company through M&A due diligence, FOSSA gives teams the confidence to ship software they trust.
FOSSA is a rapidly growing series-B company with a truly distributed team. While our roots are in San Francisco, our growing team has members in several countries across many time zones. We’re always working to find the perfect balance of effective approaches to distributed work, while maintaining the direct personal connections that help us work better together and love our jobs.
As an Enterprise Account Executive, you will hunt, win, and scale strategic relationships with the world’s most sophisticated engineering and security organizations. This is a high-impact opportunity to join a fast-growing startup with a deeply differentiated product. You’ll be part of an elite GTM team where your contributions directly shape our market leadership in the open-source management space.
In this role you will:
- Navigate Complexity: Manage sophisticated sales cycles across Development, Legal, and Security stakeholders, translating technical capabilities into business value
- Drive Full-Funnel Growth: Master both the "hunt" and the "expand"—generating new logo pipeline through strategic outbounding while driving high-value upsells within our existing install base
- Evangelize the Solution: Articulate FOSSA’s unique value proposition to end-users, industry partners, and executive thought leaders
- Own the Forecast: Maintain high operational excellence with accurate monthly and quarterly forecasting
- Collaborate & Build: Partner closely with Marketing's lead development to qualify inbound interest and contribute to a world-class, high-performance sales culture
About You:
- Proven Closer: 3+ years of Enterprise closing experience, specifically within high-growth, emerging tech environments
- High Stakes Experience: A track record of closing large mid-market ($100k+) and true enterprise-scale ($1M+) deals
- Strategic Prospector: You have a repeatable methodology for building your own pipeline; you don't wait for leads to come to you
- Elite Performer: Consistent YoY overachievement, President's club, top rep, top percentile performer
- Domain Expertise: Preference for candidates who have sold technical products to InfoSec, Engineering, or DevOps personas
Why you'll love working at FOSSA:
- Amazing team culture and environment
- Named by Built In as Best Start-up to work for 2024, 2025, 2026 and Forbes 2022
- Competitive salary and equity package
- Unlimited PTO
The annual cash compensation range for this position is $240,000 - $300,000 OTE USD. Final compensation will be determined based on experience and skills and may vary from the range listed.
FOSSA is an equal-opportunity employer. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status.
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