Account executive, commercial

Twingate is building a modern remote access solution that simplifies and improves the way businesses secure access to their cloud, SaaS, and on-prem resources. Twingate is backed by leading investors such as BOND, WndrCo, 8VC, Green Bay Ventures, SignalFire, and Dropbox founders Drew Houston and Arash Ferdowsi. Our investors share our belief that in a world where workforces are becoming increasingly distributed, it is critical to be able to effectively secure access to apps, data, and environments.

As part of our company culture, our belief in putting the customer first permeates our thinking in everything from our customer communications to the design process behind the product itself. If you take pride in creating experiences with the customer firmly at the center of the picture, we'd love to work with you.

About Twingate

Twingate makes Zero Trust Network Access simple enough for any organization to adopt. Our platform replaces legacy VPNs with identity-based, least-privilege access to private resources, whether they live in the cloud, a data center or a home lab. Teams deploy Twingate in minutes, not months. It works with the identity providers, device management tools and infrastructure-as-code workflows customers already use. The result is stronger security, faster connections and far less work for IT and DevOps teams. Twingate is backed by BOND, WndrCo, 8VC and SignalFire, and serves companies of every size, from fast-growing startups to global enterprises.

About the role

This is a new-business hunting role. Your primary goal is to create pipeline and close net-new logos within your assigned commercial territory. You will run deals end to end: prospecting, discovery, demo, technical evaluation, negotiation and close. You will sell to IT leaders, security teams, DevOps engineers and founders at mid-market companies. Many buyers are replacing a VPN or adopting Zero Trust for the first time, so you will need to teach as much as you sell. You will work closely with Sales Development, Solutions Engineering, Marketing and Customer Success. Expect a fast-paced, collaborative team that shares what works and coaches each other to win.

Responsibilities

• Meet or exceed a quarterly new-business quota by sourcing, qualifying and closing net-new logos.
• Generate your own pipeline through outbound prospecting: calls, email, LinkedIn, events and creative multi-threaded outreach.
• Partner with SDRs and Marketing to convert inbound leads and product-led signups into qualified opportunities.
• Run the full sales cycle, including discovery, tailored demos, proof-of-value evaluations, pricing, negotiation and contract close.
• Lead disciplined deal qualification using a framework such as MEDDPICC.
• Position Twingate against legacy VPNs and competing ZTNA and SASE vendors, clearly articulating our differentiation.
• Collaborate with Solutions Engineers to scope technical requirements and deliver successful trials.
• Hand off new customers smoothly to Customer Success and identify early expansion opportunities.
• Keep activity, pipeline and forecast data accurate in Salesforce, and forecast your business with confidence.
• Share customer and competitive feedback with Product and Marketing to sharpen our go-to-market.

Qualifications

• 2+ years of experience as a SaaS Account Executive in a full-cycle, quota-carrying closing role.
• A proven track record of meeting or exceeding new-business quota.
• Demonstrated ability to build your own pipeline through outbound prospecting, not just working inbound leads.
• Experience running complex sales cycles with multiple stakeholders, including technical buyers and economic decision-makers.
• Strong discovery, presentation and negotiation skills, plus the ability to explain technical concepts in plain language.
• Comfort with a modern sales stack such as Salesforce, Gong, Outreach or Salesloft, ZoomInfo and LinkedIn Sales Navigator.
• Self-direction and discipline to thrive in a fully remote environment.
• Curiosity, coachability and a sense of urgency.
• Ability to travel occasionally for customer meetings, team gatherings and events.

Major Plus

• Experience selling cybersecurity, networking, identity or infrastructure software.
• Familiarity with Zero Trust, VPNs, SASE or identity providers such as Okta, Entra ID and Google Workspace.
• Experience selling into a product-led growth (PLG) motion, converting free or self-serve users into paid customers.
• Experience selling to technical buyers such as DevOps, platform engineering and IT teams.
• Prior success at a high-growth startup.

Benefits

• Medical (PPO, HMO, HDHP), dental and vision insurance – employees covered 100%
• Basic Life, AD&D and disability insurance
• Flexible Spending Accounts - Healthcare, Dependent Care and Commuter
• Health Savings Account
• Flexible Paid Time Off - Paid Holidays (approx. 11 days), Sick Leave (10 days), Paid Parental Leave (6 weeks), Maternity Leave (14 - 16 weeks)
• Retirement - Traditional 401k, Roth 401k
• Additional Benefits - Equity
• Competitive OTE
• Strong equity upside in a high-growth Series B company
• Remote first culture with intentional in-person collaboration
• A supportive GTM team including Solutions Engineering, Customer Success, and Marketing

What We Value

• High Agency: We own the problem and don’t think in silos. “Not my job” is not an acceptable excuse if something is not working. Figure out what’s wrong and take initiative to solve the problem. Speak up. Company success is everyone’s job.
• Deliver Customer Value: Company success follows customer success (not the other way around). Everything we do starts and ends with delivering value to our customers.
• Continuous Improvement: Making small improvements consistently is preferred to aiming for big leaps. We embrace that we may not get it right the first time, so we learn by doing, making mistakes, and course correcting constantly. 1% better every day is how we accomplish great things over time.
• Go Find Out: We seek a deeper understanding beyond the surface, and get our hands dirty with ground truth data (no matter the seniority). We know anecdotes can be more powerful than aggregate stats because they can reveal hidden truths. Always be learning.
• Startup DNA: We operate at a higher clock speed and believe small committed teams can make the impossible possible. We embrace that great results only come with great effort, and we lift each other to achieve more than we could achieve alone.