Enterprise Account Executive - Southern California
At a glance
Mid-level Account Executive role at Opal Security. Los Angeles · full-time · $250,000–$350,000 base.
Growth Roles summary, based on the employer's posting.
What you'll do
- Build and run a sales plan that delivers against your assigned quota
- Guide opportunities from prospecting and qualification through POVs and close
- Work with CSMs and SEs to create customer value, renewals, and expansion
- Keep current on access management and the competitive landscape
- Maintain accurate records across every sales system
What you bring
- Bring at least five years selling in the field against a quota in a fast-moving market
- Show repeated success winning new enterprise customers and surpassing sales targets
- Sell complex enterprise software, preferably across security or infrastructure management
- Engage C-suite buyers with executive presence and strong listening skills
- Operate as a curious, driven self-starter with startup experience
Who this fits
You’ll fit a remote role serving Southern California if you’re an experienced enterprise seller who can win executive-level deals and work independently. The position favors someone comfortable in a startup environment and interested in access management. Opal’s team is mainly in San Francisco, and visits to the office are welcomed and encouraged.
From the employer
Description
At Opal, we’re building modern identity governance for the AI era—intelligent access management that empowers enterprises to move fast while staying secure. Our mission is to bring clarity, control, and confidence to complex enterprise environments, helping teams govern access without slowing down innovation.
Your responsibilities
Define and execute sales strategies to meet and exceed assigned quota
Manage the full sales cycle through prospecting, qualifying, managing POVs, and closing opportunities
Partner with your CSM and SE counterparts to build strong partnerships, deliver continuous value, identity upsell opportunities, and ensure timely renewals for our customers
Acquire and maintain knowledge of the access management industry and emerging competitive landscape
Collaborate with the GTM team on sales best practices, key learnings of the industry and trends, and iterations of messaging and sales assets for pipeline generation and management
Be a voice for the customer/prospect with internal teams including Sales Engineering/POV team, Product and Marketing to ensure appropriate prioritization
Document your results and maintain accurate data across all sales systems
Our ideal candidate
5+ years of quota-carrying field sales experience in a fast-paced and competitive market
Consistent track record of landing net new logos
Strong track record of meeting and exceeding sales quotas
Experience selling complex enterprise software, security and infrastructure management preferred
Strong executive presence, listening skills, and experience selling into the C-suite
Curious and highly driven self-starter with start-up experience
Benefits & Perks
Competitive Salary
Early employee equity
Top-tier Medical, Vision, & Dental coverage
Company and team bonding trips throughout the year fully covered by Opal Security
Daily lunch & coffee allowance
Unlimited PTO
11 company holidays
One Medical Membership
401k plan
Pre-Tax Commuter Benefits
Majority of the Opal team members work together in our San Francisco office but this role is remote. Visits to hang with the team in office will be welcome and encouraged :)
Research shows that candidates from underrepresented backgrounds rarely apply unless they meet all the job criteria. We aren’t looking for someone who ticks every single box on a page; we’re looking for lifelong learners and people who can make us better with their unique experiences. If you think you’d be a great fit, then please get in touch to tell us about yourself. Opal is an Equal Employment Opportunity Employer.
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