Adaptive Security is hiring a Growth Account Executive to own revenue expansion within our existing customer base. You will be a founding member of the Growth team, shaping the playbooks, pricing strategies, and processes for scaling renewal and upsell revenue.
What You'll Do
- Own the full renewal cycle, including pricing, value-based conversations, and contract negotiation
- Drive revenue growth through strategic upsells, cross-sells, and account expansion opportunities
- Proactively identify and execute expansion opportunities within a book of existing mid-market and enterprise customers
- Increase ACV at renewal by clearly articulating ROI and aligning solutions to evolving customer needs
- Sell new Adaptive product SKUs into existing accounts while maintaining strong retention outcomes
- Build and maintain trusted relationships with key stakeholders across technical teams, security leadership, and the C-suite
- Lead complex, multi-stakeholder deal cycles and negotiate strategic, multi-product agreements
- Partner closely with Customer Success, Product, and Sales leadership to refine growth playbooks, forecasting, and the transition from net-new to expansion ownership
What We're Looking For
- At least 4+ years of SaaS sales experience (SMB/Mid-Market/Enterprise)
- Proven experience upselling within an existing book of business
- Demonstrated success meeting or exceeding revenue and renewal targets
- Strong experience negotiating pricing and leading value-based renewal conversations
- Strong presentation and communication skills — able to influence from ICs to C-suite
- Analytical in understanding customer needs, yet creative in driving expansion strategy
- Highly proactive — you don’t wait for opportunities; you create them
- Thrive in ambiguity and enjoy building processes from scratch
- Roll-up-your-sleeves mentality with a strong sense of ownership
Nice to Have
- Open to quota-carrying Account Managers with multi-SKU selling experience
- Comfortable working with technical buyers (cybersecurity background a strong plus)
Team & Environment
You will be a founding member of the Growth Sales team, reporting to the VP of Growth Sales. You will help build the team's playbooks and expansion processes from the ground up.
Benefits & Compensation
- Equity in a venture-backed company led by repeat founders
- Competitive comp with uncapped commission
- Premium healthcare and wellness benefits
- A no-politics, all-in culture where speed, ownership, and quality win
Adaptive Security is an equal opportunity employer.
