Account Executive

About Whistic:

Whistic is an agentic risk operations platform that helps security and compliance teams assess, monitor, and manage third-party vendor risk. By combining automated assessments, continuous vendor monitoring, and compliance controls in one platform, Whistic replaces slow, manual risk processes with intelligent workflows, giving teams audit-ready visibility and letting them move faster.

We're a values-driven company: Extreme Ownership, Customer Focused, Driven by Results, and Do What's Right, Speak Up guide everything we do.

The Role:

As an Account Executive at Whistic, you'll drive revenue growth through both new customer acquisition and strategic account expansion.

You'll own the sales process from initial engagement through close, while also building relationships with existing customers to identify new opportunities across business units, stakeholders, and platform capabilities.

You'll engage with security, risk, compliance, IT, and executive stakeholders to understand their business priorities and demonstrate how Whistic can help them work more efficiently, reduce risk, and achieve better outcomes.

Success in this role requires strong business acumen, consultative selling expertise, technical curiosity, and the drive to consistently deliver results.

What You’ll Do:

Drive New Business Growth

Own the full sales cycle, from prospecting and discovery through demonstrations, proposals, negotiations, and close.

Build and manage a healthy pipeline through inbound opportunities, strategic partner referrals, and proactive outbound prospecting.

Engage business and technical stakeholders to understand their challenges and develop compelling business cases.

Navigate complex, multi-stakeholder buying processes, including security evaluations, procurement, and legal negotiations.

Develop and execute account strategies that create opportunities and accelerate deal progression.

Grow Strategic Customer Relationships

Build trusted relationships with existing customers, including executive sponsors and key decision-makers.

Identify and pursue expansion opportunities through additional use cases, platform capabilities, and business units.

Develop strategic account plans that align Whistic's capabilities with customers' evolving priorities.

Collaborate with Customer Success to understand customer objectives, identify growth opportunities, and support long-term account success.

Lead commercial conversations for upsell, cross-sell, and expansion opportunities.

Sell Value and Deliver Results

Lead consultative discovery that connects customer challenges to measurable business outcomes.

Deliver compelling product demonstrations and presentations tailored to technical practitioners and executive audiences.

Articulate Whistic's value in operational efficiency, risk reduction, compliance readiness, and business agility.

Maintain accurate pipeline visibility, forecasting, and CRM discipline.

Consistently meet or exceed revenue targets through disciplined execution and thoughtful account management.

Help Shape How We Grow

Partner with Sales Engineering, Marketing, Partnerships, Customer Success, and Product to deliver an exceptional customer experience.

Share customer feedback, competitive insights, and market trends to help improve our products and go-to-market strategy.

Develop a strong understanding of cybersecurity, third-party risk management, and the evolving technology landscape.

Leverage AI and modern sales tools to improve productivity, uncover insights, and create better customer experiences.

What Success Looks Like:

We care about what you've accomplished, how you approach challenges, and what you're capable of achieving next.

You'll likely thrive at Whistic if you bring:

A track record of winning. You've consistently delivered results in a quota-carrying B2B SaaS sales role, with demonstrated success in new business acquisition and account growth.

A growth-oriented mindset. You enjoy the challenge of landing new customers and the strategic work of expanding relationships with existing accounts.

Consultative selling expertise. You ask thoughtful questions, uncover business challenges, and help customers connect technology investments to measurable outcomes.

Strong business acumen. You understand how organizations evaluate technology investments and can articulate value to both technical and business decision-makers.

Strategic account management skills. You can develop account plans, build executive relationships, identify whitespace opportunities, and expand relationships across complex organizations.

Strong deal execution. You can navigate multiple stakeholders, manage competing priorities, and maintain momentum through complex buying processes.

Technical curiosity. You enjoy learning new technologies and can quickly develop the expertise needed to engage sophisticated buyers.

Operational discipline. You take forecasting, qualification, pipeline management, and CRM accuracy seriously because you understand their connection to results.

An ownership mentality. You're accountable, adaptable, coachable, and comfortable taking initiative in an evolving environment.

A collaborative approach. You're competitive about results but generous with knowledge, feedback, and support for your teammates.

What You’ll Need:

3+ years of successful B2B SaaS sales experience, including ownership of new business opportunities.

Demonstrated success achieving or exceeding sales quotas.

Experience selling complex technology solutions to multiple stakeholders, including technical and executive buyers.

Experience managing and expanding strategic customer accounts through upsell and cross-sell opportunities.

Experience selling into security, IT, compliance, risk, or other enterprise business functions.

Familiarity with structured sales methodologies such as MEDDPICC, MEDDICC, or similar frameworks.

Experience developing pipeline through outbound prospecting, inbound opportunities, and strategic relationships.

Experience selling cybersecurity, GRC, third-party risk management, compliance, or adjacent enterprise technology solutions is a plus.

Proficiency with CRM platforms and modern sales technology.

You don't need to check every box. If you're a strong seller with a history o