Account Executive

Full-cycle sales ownership - source, run, and close deals end-to-end: outbound prospecting, discovery, pitch/demo, pilot scoping, contract negotiation, and close. You own your pipeline and your number.

Pipeline generation - self-source the majority of your pipeline through targeted outbound; don't wait for inbound. Build and prioritize a target account list across multiple verticals.

Executive-level discovery and pitching - run discovery with security, operations, and executive stakeholders at large enterprises and critical infrastructure operators. Translate Specter's technical capabilities into a business case a non-technical executive will act on.

Technical fluency under pressure - understand Specter's hardware and software well enough to field pointed technical questions live, without over-promising or under-selling; know when to bring in sales engineering or product.

Pilot-to-scale conversion - design and manage paid pilots with pre-agreed success criteria and a quantified ROI, so a successful pilot converts into a multi-site or multi-year deployment (land-and-expand).

Multi-threaded account development - map the buying committee (economic buyer, champion, technical evaluator, procurement/legal) and build relationships across it, not just with a single champion.

Forecasting and pipeline hygiene - maintain accurate CRM records and an honest forecast; communicate deal status and risk proactively.

Field-to-product feedback loop - capture and relay customer requirements, objections, and competitive intel to the product and founding team.

Travel to customer sites - sales at Specter requires seeing the physical environment. Expect regular travel for prospect/customer site walks, deployments, and in-person pitches.

Full-cycle enterprise sales experience - you've carried and exceeded quota in a complex, multi-stakeholder B2B cycle (5+ years enterprise sales experience), ideally selling a technical, hardware-inclusive, or physical/security product into enterprise or critical-infrastructure accounts.

Pipeline self-generation - a demonstrable track record of building pipeline through your own outbound, not just closing inbound.

Value Based Selling - you lead with questions, not features; you can leave a first meeting having learned more than you gave away. Familiarity with a rigorous methodology (MEDDPICC, Command of the Message, Sandler Sales, or similar) is a plus.

Technical curiosity - no engineering background required, but you're comfortable learning enough about sensors, wireless mesh, and AI/vision models to hold a credible technical conversation and know when to bring in an engineer.

Ownership and autonomy - you manage your own deliverables, communicate status without being chased, and thrive in startup ambiguity. There's no established playbook yet; you'll help write it.

Willingness to travel - comfortable with a travel-heavy role to be on-site with prospects and customers.

Experience selling into critical infrastructure / physical security / OT (energy, utilities, telecom, data centers, oil & gas, industrial).

Sold hardware + software (not pure SaaS) or a pilot/POC-led motion.

Early-stage / zero to one experience where you helped build the sales motion.

An existing network of security or operations leaders.