Account Executive - California at Apono

Apono At Apono we empower organizations to run in the cloud by aligning operations and security around access management. Our platform provides companies with Just-In-Time and Just Enough access across their hybrid environments reducing the access risk while improving productivity. Apono has offices in New York and Tel Aviv and supports dozens of customers across the US and the world including large Fortune 500 companies, and was honored in Gartner's Magic Quadrant for Privileged Access Management. What are we looking for? We are seeking a California-based Account Executive (AE) to drive net new growth during a pivotal phase of scale. As an AE, you will own the full sales cycle - from outbound prospecting to deal close - while playing a critical role in expanding Apono’s footprint across the cloud security landscape. This is a rare opportunity to join a category-defining company early, sell a truly differentiated product, and make a direct impact on revenue. Responsibilities: • Own the full sales cycle: prospecting, discovery, demo, negotiation, and close. • Own customer relationships from initial contract through value realization and expansion. • Drive new logo acquisition across mid-market and enterprise accounts. • Work closely with SDRs to generate qualified pipeline. • Tailor Apono’s value proposition to technical and security-focused buyers (CISOs, DevOps, Cloud Architects.) • Maintain a healthy pipeline and accurate forecasting in HubSpot. • Collaborate with marketing and product to improve messaging, collateral, and feedback loops. • Serve as the voice of the customer to inform roadmap and go-to-market strategy. Requirements: • 5–7 years of full-cycle SaaS B2B sales experience, ideally in cybersecurity or infrastructure. • Proven track record of exceeding quota in a closing role. • Experience selling to technical stakeholders in security, devops, or infrastructure. • Strong discovery, objection handling, and value-based selling skills. • Process-driven approach to pipeline management and forecasting. • Coachable, collaborative, and motivated by early-stage challenges. • Excellent written and verbal communication skills. Nice to have: • Experience in early-stage startups or building a territory from scratch. • Background in cybersecurity, access management, or developer tools. • Familiarity with MEDDICC or other enterprise sales methodologies. Compensation: $320,000 OTE (50/50 split) + uncapped commission + equity