ВеликобританияApollo Research
Founding Account Executive (Product - Watcher)
1 нед. назад
85k–129k GBP / годВеликобританияSeniorRemote
crmtechnical evaluationsecurity reviewprocurementoutbound campaignsproofs of conceptcommercial negotiationai
Объявляется вакансия Founding Account Executive в компании Apollo Research, работающей над продуктом Watcher — инструментом безопасности для кодовых агентов. В роли необходимо вести полный цикл продаж, создавать стратегии выхода на клиентов и влиять на развитие продукта.
About the product
- Watcher is a coding agent security product deployed in production that monitors billions of agent tokens per month across engineering teams at agent-building scale-ups and multinational enterprises.
Responsibilities
- Create the way in: map target accounts to identify decision-makers, organizational structures, current pain points, and existing connections.
- Identify warm introduction paths via investors, advisors, clients, partners, and networks, then brief connectors and draft messaging to ensure successful connections.
- Capitalize on key engagement opportunities such as speaking panels, hosted roundtables, buyer communities, and embedded partners.
- Execute highly targeted outbound campaigns focused on specific buyer segments, proven solutions, and relevant triggers rather than high volume.
- Own the sales cycle end to end: run discovery, demos, and technical evaluations with security and engineering leaders.
- Scope and drive proofs of concept (POCs): establish success metrics up front, maintain pilot momentum, and drive conversion.
- Build compelling commercial and ROI cases to secure executive-level investment.
- Own commercial negotiation, security review, procurement and close in sophisticated, multi-stakeholder sales cycles involving senior business, technology, R&D, procurement, legal and executive decision-makers.
- Write down what works: qualification criteria, discovery questions, POC structure, pricing guidance, objection handling, security questionnaire answers.
- Build and own the CRM; report on pipeline health, conversion, and what's working well enough to double down on.
- Define hiring needs and assist in recruitment.
- Bring honest signals back about why deals progress or stall.
- Work with the product team on positioning, pricing, and collateral enterprise buyers ask for.
- Representative projects include opening an account cold, compressing the sales cycle, landing a lighthouse enterprise, and writing the team playbook.
Requirements
- Closed enterprise deals as an individual contributor for 5+ years.
- 2+ years experience selling in an early-stage startup without mature marketing, SDR team, or brand recognition.
- Experience closing deals with large, slow organisations including banks, quant funds, and government bodies.
- Experience running deals through security review, architecture review and procurement with realistic understanding of timelines and ability to accelerate them.
- Technical credibility with technical buyers such as directors of product security, principal security engineers and engineering leaders; able to run discovery and technical evaluation without a sales engineer.
- High agency and ownership with ability to decide priorities and be accountable for outcomes.
- Comfortable with ambiguity, shifting priorities, and willing to work hard as required.
- Experience leveraging AI heavily for research, drafting and deal work while maintaining high quality output.
Nice to have
- Experience selling security, developer tools, or infrastructure.
- Experience with coding agents as a user (Claude Code, Codex, Cursor or similar).
- Familiarity with how security teams evaluate vendors, from either side of the table.
Conditions
- Market competitive salary, equity, and competitive benefits.
- Base Salary: £85,000 - £129,000; variable performance incentives against ARR targets.
- Unlimited token budget for compute resources.
- Flexible work hours and schedule.
- Unlimited vacation and sick leave.
- Up to 6 months paid parental leave.
- Comprehensive health, dental and vision insurance.
- Retirement savings with competitive employer matching.
- Meals provided on workdays.
- Paid work trips including staff retreats, business trips, and relevant conferences.
- Yearly $1,000 professional development budget.
- Relocation support and visa fees if applicable.