Account Executive (West Coast)

Join Operant, a cutting-edge cybersecurity company focused on AI security. As an Account Executive based in the San Francisco Bay Area, you will be responsible for driving sales of our AI Gatekeeper, MCP Gateway, and Agent Protector products to enterprise and high-growth tech companies. You will own the full sales cycle, navigate complex multi-stakeholder sales, and represent Operant at industry events. This is a remote-first position with generous PTO, great benefits, and opportunities for career growth.

• Prospect and close new business opportunities for Operant's AI Gatekeeper, MCP Gateway, and Agent Protector products in the Bay Area and broader West Coast.
• Own the full sales cycle for your account list, from prospecting and discovery through technical validation and close, while working closely with Solutions Engineering, Product, and Marketing.
• Develop and manage a healthy pipeline with accurate forecasting in CRM, and represent Operant AI at Bay Area and West Coast conferences, industry events, and executive briefings.
• Proven ability to run a full sales cycle independently in a fast-paced, early-stage environment
• Demonstrable experience selling cybersecurity solutions — ideally in runtime security, API security, cloud security, or AI/ML security
• 3-5 years of B2B sales experience, with a track record of closing enterprise cybersecurity deals
• Working knowledge of AI and agentic systems — you understand what LLMs, AI agents, and MCP are, and why they introduce new attack surfaces
• Experience selling to security personas (CISO, SecOps, AppSec) and technical platform personas (AI/ML leads, DevSecOps, platform engineering)
• Passionate lifelong learner who proactively self-teaches to stay in the know about technology and the industry at the absolute forefront of AI and Agentic development, and is able to translate that knowledge into pragmatic and empathetic understanding of the problems the buyers are trying to solve and how those problems impact end-users and real people
• Strong technical acumen — you can hold your own in conversations about prompt injection, zero-trust, API security, and agentic AI without needing an SE in every meeting
• Comfortable with ambiguity and motivated by building in a category-creating environment
• Clear, concise communicator — in writing, in decks, and in the room
• Excellent discovery and value-selling skills; you ask great questions and connect product capability to customer pain
• Prior experience at a cybersecurity startup or category-defining security vendor
• Familiarity with the AI security landscape — AI TRiSM, OWASP Top 10 for LLMs, MCP, and related frameworks
• Bachelor's degree in a relevant field, or equivalent experience
• Existing relationships with West Coast enterprise security or AI platform teams