Mid-Market, Account Executive

ABOUT SEMGREP Semgrep, the leader in code security for builders, empowers invention without friction. Teams catch, flag, and fix real issues before they ship, powered by security that learns as they build. Semgrep secures code as it’s written and provides guardrails that pave the road for developers to move fast and stay secure. Built for builders and trusted by security, Semgrep lives where developers work, delivering fixes without breaking flow, and giving security teams visibility, control, and confidence. Semgrep gets smarter as you build, with AI that learns your context to cut false positives and prioritize reachable vulnerabilities, validated by 95% of security reviewers across 6M+ findings. Semgrep makes zero false positives a reality with AppSec teams triaging 80% fewer false positives across Code and Supply Chain, dramatically shrinking the backlog. Founded in San Francisco and backed by Menlo Ventures, Felicis Ventures, Lightspeed Venture Partners, Redpoint Ventures, and Sequoia Capital, Semgrep is recognized by Gartner in Application Security Testing and is trusted by leading organizations, including Vanta, Lyft, and Dropbox. Learn more at semgrep.dev http://semgrep.dev. About Us:  Our mission is to make world-class software security available to everyone. This means building tools that are open source, easy to use, powerful, and fast. It also means building a team with security expertise and a passion for great developer experiences. Most of all, it means working with honesty and respect in a diverse community. We’ve redefined security tooling by committing to all of these, turning Semgrep into an essential safeguard for code at Slack, One Medical, HashiCorp and more!   About the Role:  We are seeking a dynamic and results-driven Account Executive to join our growing team. You’ll work in one of the fastest growing products in the DevSecOps market, working with some of the best Application Security and Developer teams in the world. You'll be an ambassador for your customers while tenaciously growing Semgrep's business.   Along the way, you’ll learn how to scale a sales organization and take a developer-centric security product to market. You will grow your career by being an early member of a high-growth startup backed by Sequoia Capital, Redpoint Ventures, and Felicis Ventures. As the company grows, so will your career opportunities.   As a Sales Account Executive, you will be responsible for identifying and cultivating new business opportunities, building and maintaining strong client relationships, and achieving sales targets. This is an exciting opportunity for a motivated individual who thrives in a fast-paced, goal-oriented environment. We’re excited to see what you do.   Responsibilities: - Prospecting and Lead Generation: - Identify and research target companies through various channels. - Generate leads and create a robust pipeline of prospective clients. - Client Acquisition: - Conduct sales presentations and product demonstrations to potential clients. - Develop and present customized solutions to address client needs. - Close sales and achieve monthly, quarterly, and annual ARR targets. - Relationship Management: - Build and maintain strong, long-lasting client relationships. - Act as the main point of contact for clients, addressing inquiries, providing exceptional customer service and securing renewals. - Collaboration: - Work closely with Customer Success, Marketing and Product teams to align sales strategies with overall business objectives. - Collaborate with internal teams to ensure successful implementation and delivery of solutions. - Reporting and Analysis: - Prepare and submit regular sales reports, such as Pipeline Reviews and QBRs providing insights into performance and opportunities for improvement. - Stay informed about industry trends and competitors to identify potential areas for growth.   Requirements: - Must be willing to come into a hub office (Denver, Boston, San Francisco or New York) 2-3 days a week. - Excellent verbal, written communications, and product demo skills. - Proven experience as a Sales Account Executive. - Demonstrated success in exceeding sales targets. - Excellent negotiation and closing abilities. - Ability to work independently and as part of a team. - Familiarity with Salesforce and various sales tools. You are ideal for this role: - If you are a motivated and results-driven individual with a passion for sales. - If you have a growth mindset and are able to act on feedback quickly. - If you enjoy establishing relationships with key stakeholders to land and expand Mid-Market opportunities. - If you are a self-starter with the ability to learn. - Comfortable working in a fast-paced environment. Nice to Haves: - Experience driving sales in Mid-Market sized companies.  - Experience with companies who have open source products and customers. - 4+ years of closing experience. - Familiarity with developer products or open-source sales. - Experience selling in series B and C companies. Compensation: - The estimated starting annual salary range for this position is $100,000 to $110,000* ($200,000 - $220,000 Uncapped OTE) USD. The actual base salary will be determined based on a number of factors, which may include job-related skills, relevant experience, qualifications, location, internal equity, and market data. In addition to base salary, total compensation may include equity, variable compensation, and benefits. We view equity as a meaningful part of our compensation philosophy and a way for employees to share in the long-term value they help create. - Compensation ranges are reviewed regularly and may be adjusted as the role, individual performance, or market conditions evolve. WHAT WE OFFER (FTE ONLY) Our goal is to competitively and fairly compensate every Semgrep employee with a system that equally rewards those who are vocal and those who are less comfortable making demands during the final steps of the hiring process. To that end, we generate internal compensation bands that are used when discussing and negotiating salaries. We update these based on market data to make sure they’re above the average for comparable roles. We invest in our employees’ well-being and long-term success through a competitive, market-aligned benefits program that meets or exceeds local market standards across all of the regions in which we hire. Benefits offerings vary by location to reflect local requirements and norms. For more detailed, location-specific information, please visit Semgrep Benefits https://www.notion.so/semgrep/Semgrep-Benefits-1593009241a88029bd7edf1fed1dfde2. WHO WE ARE We bring together people from a wide range of backgrounds and disciplines—from physics and philosophy to formal methods research and full-fledged corporations. We’re new parents and new grads, dog lovers and dogfooders. We get together often to bike, bake, and meet up in parks. In our interactions, we believe respect and honesty go hand in hand, and prioritize both. Semgrep is an equal-opportunity employer seeking a diverse range of backgrounds. We value who you are — including your cultural heritage, your socioeconomic status, your age, your race, your gender, your sexual orientation, your disabilities. We value what’s vitally important to you — your family, your religion, your politics. We value what you love in this world — your music, your weekend pursuits. We believe in welcoming varied professional backgrounds, educations, and interests. If you’re exceptional in your role, believe in Semgrep’s mission, and treat Semgrep’s values as your own, you belong here. Please Note: For US-based roles open to remote work, we are currently able to hire employees in the following states only: Arizona, California, Colorado, Connecticut, District of Columbia, Florida, Georgia, Illinois, Maryland, Massachusetts, Michigan, Missouri, Nebraska, New Jersey, New York, North Carolina, Oregon, Tennessee, Texas, Virginia, Washington, and Wisconsin.