Account Executive
At a glance
Mid-level Account Executive role at Formal. San Francisco · full-time.
Pay not stated
Growth Roles summary, based on the employer's posting.
What you'll do
- Build pipeline through cold calls, research, networking, territory work, and inbound lead conversion
- Run full-cycle sales for new product sales, adoption, and retention among existing customers
- Shape positioning, lead generation, and closing practices while developing the sales motion
- Discuss prospects’ business challenges and connect Formal’s product to sensitive-data protection
- Track sales results, share customer feedback, and coordinate onboarding with internal teams
What you bring
- At least five years selling a technical product at a seed-to-Series-B startup
- You can understand complex technical environments and build trusted relationships with technical buyers
- You can learn the product deeply enough to hold technical conversations with security teams
- You bring analytical judgment to complex sales cycles and communicate well within a team
Who this fits
This role suits a mid-level account executive who wants to close deals while helping build the sales process and go-to-market strategy. You’ll work with technical customers and security teams, manage both outbound and inbound opportunities, and support customer onboarding. The role is full-time in San Francisco.
From the employer
About Formal
Formal is data security platform designed to help teams understand and control their data on autopilot.
We're building a modern protocol-aware reverse-proxy for datastores and APIs that helps organizations understand their data in real-time. This allows teams to see how sensitive data is stored, consumed, and used in order to enforce least privilege through masking, filtering, or anonymization policies.
We are trusted by leading companies such as Ramp, Gusto, Notion to solve problems across data security and compliance, data quality management, and infrastructure access.
Formal is backed by top-tiers VCs including Thrive Capital and Y Combinator with angel investors that include executives and founders from Datadog, Clickhouse, Plaid, and Vanta.
About the Role
We're looking for account executives who want to roll up their sleeves and help close deals and develop our go-to-market motion. You’ll need to iterate on positioning, lead generation, and closing processes. We're looking for people to develop our GTM strategy and close key customer accounts as they build the sales process.
What you'll do
Generate leads through cold calling, research, networking, and driving your territory
Manage and convert inbound leads to drive revenue growth
Develop and implement full sales cycle strategies for driving product adoption, net new product sales, and client retention at scale among existing Formal customers
Collaborate with internal teams to ensure customer satisfaction and successful onboarding
Track and report on sales performance metrics
Gather client feedback to inform product improvements and enhancements
Chat with potential customers, understand their business challenges, and explain how Formal can make help them protect their sensitive data
What You Need
5+ years of experience in a Sales role at an early stage startup (seed to series B) with a technical product
Ability to understand complex technical ecosystems and build great relationships with technical customers
You have the drive and willingness to go deep on our product to carry a technical conversation with security teams.
Analytical ability to manage complex sales cycles
Excellent communication skills and the ability to work well within a team
Nice-to-Haves
Experience in a fast, high-growth startup environment
Experience using tools like Temporal and Render
Extensive knowledge of datastore protocols (Postgres, S3, Kafka)
Familiarity with cloud computing platforms such as AWS or GCP
Fastidious approach to CRM hygiene and experience utilizing thorough sales forecasting metrics on a weekly/quarterly basis and communicating them in a succinct manner
Compensation
This role offers cash compensation and a stock options grant.
The positioning of offers within a certain range depends on various factors, including: candidate experience, qualifications, skills, business requirements, and geographical location.
Benefits (for U.S.-based full-time employees)
100% medical, dental & vision insurance coverage for you
Partially covered for your dependents
Flexible PTO
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