Careers /
Senior Enterprise Account Executive
Senior Enterprise Account Executive
Go-to-Market
/ Posted on
Jul 10, 2026
Who we are
Cybersecurity leaders have to manage a sprawl of tools, vendors, contracts, and the budget behind them, and most of that still runs on spreadsheets and email, with renewals and risk decisions scattered across teams. Balance Theory pulls it into one platform, backed by specialists who do the work alongside our clients, so CISOs, CIOs, CTOs, and CFOs can govern technology investments as a portfolio instead of a pile of one-off purchases. The platform is live and in daily use, we are signing new clients, and the go-to-market motion for a category that barely exists yet is still being built. That is where you come in.
The role
You will own enterprise accounts end to end, from the first executive conversation through
commercial close and expansion. We are not hiring someone to demo a product against a checklist. We are hiring someone who can help a Fortune 2000 leadership team rethink how they make technology investment decisions, with our platform as the reason the change sticks. You will also be one of our sharpest signals back into the company, telling Product and Delivery what the market actually needs.
What you'll do
Build trusted relationships with CISOs, CIOs, CTOs, CFOs, and the finance, procurement, and architecture leaders around them, and earn the standing to challenge how they run technology investment decisions today.
Own the full enterprise cycle yourself: executive discovery, business cases, multi-threading the buying committee, procurement and legal, and commercial negotiation through signature and expansion.
Run discovery that feels like a working session with an executive, not a software pitch. Map how decisions actually get made, who influences them, where the hidden vetoes sit, and whether a real opportunity exists before a formal process does.
Focus deeply on a small set of strategic accounts with rigorous account plans, rather than chasing volume. We would rather you prioritize 25 accounts well than skim 300.
Forecast with uncomfortable honesty. Call deals as they are, name the risks early, and do not let pipeline fiction build up.
Learn the platform and managed services deeply enough to recognize patterns across clients, connect a new capability to the conversations it unlocks, and speak credibly to how outcomes get delivered.
Carry the market back into the company. Bring validated feedback and real gaps into Product, Delivery, and leadership with enough context to help us prioritize, and separate a one-off request from a real market signal.
Help shape the motion itself, the messaging, sales process, pricing, and playbook are all still being written, and your fingerprints will be on them.
What you bring
Roughly 8 to 15 years selling enterprise software into senior technology and finance leaders, with real first-logo and net-new pipeline experience, not just growing an inherited book.
A track record in companies that asked buyers to work differently, think category creation and transformation selling more than single-product displacement.
Genuine business fluency: budgeting, CapEx versus OpEx, portfolio and governance thinking, and change management. You do not need to be a cybersecurity expert, but you need to hold your own with a CIO and a CFO in the same room.
You are not just running the playbook but actively helping shape and improve it every day.
The instinct to work across the company, not around it. You partner with Product and Delivery to broker fixes to validated gaps instead of waiting for someone else to own the customer's problem.
Who tends to thrive here
The people who do well here are curious before they are persuasive, and they would rather ask a sharp question than deliver a polished presentation. They are independent enough to own a complex deal alone and collaborative enough to make Product and Delivery better for having worked with them. They connect dots across people, process, technology, and money, so a procurement problem reads as a governance, budgeting, and organizational problem at the same time. They are calm, likable, and honest, they enjoy ambiguity more than a settled category, and they take the work seriously without taking themselves too seriously.
Balance Theory is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.
Details
Location
Remote
Type
Full time
Level
Mid-Senior
Comp
Base Plus Commission
Equity
Generous Start Up Equity
Benefits
Fully Paid Medical, 401K, Open PTO,
About Balance Theory
We help cybersecurity leaders manage their tools, vendors, contracts, and budget behind their programs.
Why you'll love it here
We are a small crew building something that did not exist before, and we would rather build it with you than pitch you. The founders have started and sold companies before, so they know the difference between motion and progress, and they lead with care when things get weird (and they will). We hire for curiosity over credentials, so skip the checklist anxiety and just tell us which account you would go after first and how you would open the conversation.
Early employee equity
A direct hand in shaping the product, the pricing, and how we deliver for clients
Talented peers who take the work seriously and themselves a little less so
Building the Future of Cyber Decisioning
Balance Theory connects the system of record, the intelligence, and the execution, so security leaders can make faster, defensible, data-backed decisions and act on them, across every signal, spend, and strategy in one place.
Build the Future With Us
Change the game. Help build a future where cybersecurity decisions are faster, smarter, and grounded in data. If you love solving hard problems with a team that values curiosity, ownership, and transparency, we'd love to meet you.
Balance Theory
© 2026 Balance Theory Inc.