Our mission is to make world-class software security available to everyone. This means building program analysis 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 of dreamers and builders. We’ve redefined static analysis tooling by committing to all of these, and turned our project, Semgrep, into an essential safeguard for code at Snowflake, Dropbox, and more.
About the role
You’ll lead a team of Enterprise Account Executives (AEs) covering Western North America (e.g. U.S. West Coast, Mountain states, Western Canada if applicable). Your mission: scale enterprise new business revenue, expand existing accounts, drive predictable forecasts, recruit and coach top-tier AEs, and own the enterprise growth trajectory in your region. You will act as a force multiplier — you no longer close all deals yourself (though you’ll still roll up your sleeves when needed).
This is a high-leverage role: success means you build a dominant enterprise presence in your territory, with strong unit economics, scalable processes, and high-performing people.
Key Responsibilities
Strategy & Execution
- Define and execute a regional enterprise sales strategy aligned with overall company goals (quota, growth, retention)
- Set targets (quota, pipeline metrics, conversion rates) and hold your team accountable
- Own the P&L / revenue targets for enterprise segment within the territory
- Monitor and refine sales processes, deal motion, methodologies, and tools to improve win rates and operational efficiency
- Collaborate cross-functionally (Marketing, SDR / BDR, Product, Solutions Engineering, Customer Success) to ensure alignment and unblock deals
Team Leadership & Talent
- Hire, mentor, and retain high-performing Enterprise AEs
- Coach your team to improve deal strategy, forecasting discipline, objection handling, negotiation, and execution
- Identify performance gaps early, have tough conversations, and rally improvements
- Build a culture of discipline, accountability, learning, and high bar for excellence
Forecasting & Reporting
- Provide accurate, high-confidence forecasts and pipeline assessments
- Analyze deal-level metrics, funnel stages, conversion rates, sales velocity, and produce actionable insights
- Present to executive leadership on progress, risks, plans, and corrective actions
Customer & Deal Involvement
- Participate in larger/more strategic deals (escalations, champion building, executive engagements)
- Be a “force multiplier”: assist with deal strategy, objection handling, cross-selling, and competitive differentiation
- Engage with C-level and senior-level executives, building trusted relationships
Market Intelligence & Competitive Positioning
- Stay current on competitors, industry trends, and shifting buyer behavior
- Feed market insights back into product, marketing, and pricing discussions
- Define ideal customer profiles (ICP) and refine them over time
- Surface opportunities for adjacent product expansion within existing enterprise accounts
Qualifications:
- 8+ years in enterprise technology sales, with 3+ years in sales leadership / management
- Proven track record of meeting or exceeding quota in complex enterprise deals
- Experience leading and scaling sales teams (e.g. 5+ AEs)
- Deep familiarity with enterprise sales methodologies (MEDDICC, Challenger, Sandler, etc.)
- Strong analytical orientation — comfortable with metrics, dashboards, forecasting
- Excellent communication, persuasion, and executive presence
- Ability to thrive in ambiguity; bias toward action and iteration
- Experience working in cross-functional settings (product, marketing, engineering)
- Willingness to travel within region and occasionally outside region as needed
Compensation
- Compensation Range: $360,000 - $400,000 OTE uncapped
- Our compensation package includes equity and benefits in addition to salary.
Location
- Ideally, this candidate lives on the West Coast (CA, WA) and is comfortable with 50% travel requirement
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 also invest in our employees’ well-being and long term success with comprehensive health plans, generous vacation time, 401k, learning stipends, and more. Our benefits are for everyone, so that you’re taken care of, and we work with individuals to make sure they have what they need, whether that’s quiet work space, adjusted hours, or something else.
Who we areWe have people from France and the Philippines, physics and philosophy, formal methods research and full fledged corporations. We’re new parents and new grads, aspiring authors and aspiring Americans, 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 Hampshire, New Jersey, New York, North Carolina, Oregon, Tennessee, Texas, Virginia, and Washington.
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