Account Executive

About Formal

Formal is data security platform designed to help teams understand and control their data on autopilot.

We're building a modern protocol-aware reverse-proxy for datastores and APIs that helps organizations understand their data in real-time. This allows teams to see how sensitive data is stored, consumed, and used in order to enforce least privilege through masking, filtering, or anonymization policies.

We are trusted by leading companies such as Ramp , Gusto , Notion to solve problems across data security and compliance, data quality management, and infrastructure access.

Formal is backed by top-tiers VCs including Thrive Capital and Y Combinator with angel investors that include executives and founders from Datadog, Clickhouse, Plaid, and Vanta.

About the Role

We're looking for account executives who want to roll up their sleeves and help close deals and develop our go-to-market motion. You’ll need to iterate on positioning, lead generation, and closing processes. We're looking for people to develop our GTM strategy and close key customer accounts as they build the sales process.

What you'll do

Generate leads through cold calling, research, networking, and driving your territory

Manage and convert inbound leads to drive revenue growth

Develop and implement full sales cycle strategies for driving product adoption, net new product sales, and client retention at scale among existing Formal customers

Collaborate with internal teams to ensure customer satisfaction and successful onboarding

Track and report on sales performance metrics

Gather client feedback to inform product improvements and enhancements

Chat with potential customers, understand their business challenges, and explain how Formal can make help them protect their sensitive data

What You Need

5+ years of experience in a Sales role at an early stage startup (seed to series B) with a technical product

Ability to understand complex technical ecosystems and build great relationships with technical customers

You have the drive and willingness to go deep on our product to carry a technical conversation with security teams.

Analytical ability to manage complex sales cycles

Excellent communication skills and the ability to work well within a team

Nice-to-Haves

Experience in a fast, high-growth startup environment

Experience using tools like Temporal and Render

Extensive knowledge of datastore protocols (Postgres, S3, Kafka)

Familiarity with cloud computing platforms such as AWS or GCP

Fastidious approach to CRM hygiene and experience utilizing thorough sales forecasting metrics on a weekly/quarterly basis and communicating them in a succinct manner

Compensation

This role offers cash compensation and a stock options grant.

The positioning of offers within a certain range depends on various factors, including: candidate experience, qualifications, skills, business requirements, and geographical location.

Benefits (for U.S.-based full-time employees)

100% medical, dental & vision insurance coverage for you

Partially covered for your dependents

Flexible PTO