Remote
SaaS
himalayas
About this role
🌍 We’re making security suck less for developers.Security tools haven’t kept up with how software is built today. They interrupt teams, slow releases, and turn security into a bottleneck instead of a capability. We built Aikido to change that. Aikido builds developer-first security products that reduce real risk without getting in the way of shipping software.
We focus on what actually matters and automate the rest.We’re taking on legacy security tools teams have been stuck with, and we’re winning. If you want to help us take market share and build products developers actually enjoy using, you’re in the right place.Founded in 2022 by third-time founders, Aikido has $85M in the bank and a long runway ahead. We’re building toward self-securing software.
Join an all-star team. Take real ownership. Push boundaries. Build things that matter.We're looking for our first all-round salesperson to explore the market. We’re not building Aikido to become another security company. Sales plays a pretty important role in getting us there.
Responsibilities Own deals from first conversation to close Follow up on inbound leads Prospect and build your own pipeline Run demos and sales conversations Negotiate and close deals Help us figure out what works as we enter new markets and scale the team
Requirements Medior/Senior profile with experience in AppSec Experience with CRM, outbound, prospecting, sequences, (cold) calling, ... Very tech-savvy Hungry and 'get stuff done' mentality Self-starter and independent Fluent Japanese and English What can you expect Short decision lines. Big ownership. Shape the projects that matter and ship fast. Grow as fast as we do.
Take on more, own more, and carve out your own path. Top-tier tech pay and equity. High trust, strong values, zero corporate BS. Flexibility in working hours. A company that sticks to its values in an open and informal atmosphere. We hire for talent, drive, and potential. Everything else is noise.Originally posted on Himalayas
Selling Motion
Prospecting
Hybrid
Mix of inbound leads and outbound prospecting
Buyer Persona
Individual / End-User
Bottom-up adoption, user-level selling
Requirements at a Glance
Typical Day — Account Executive
Estimates based on role type and selling motion — actual may vary by company.
Role Signals
Green Flags
Ownership stake offered
Warm leads provided
SaaS — Interview Intel
Typical Sales Cycle
30–90 days (SMB) · 3–9 months (Mid-Market) · 6–18 months (Enterprise)
Common Buyer Objections
- "We're locked into a contract with [competitor]"
- "We built something in-house already"
- "We don't have budget until next quarter"
- "Our team won't adopt another tool"
Key Industry Metrics
Hot Topics to Reference
- • AI-native product disruption
- • PLG vs sales-led motion debate
- • Vertical SaaS consolidation
- • Usage-based pricing models
Use these insights to speak the buyer's language in interviews.
Tags
Walk me through your discovery process.
Template questionHow do you handle a prospect who goes silent mid-deal?
Template questionTell me about your largest closed deal and the sales cycle.
Template questionHow do you build business cases for stakeholders?
Template questionDescribe a deal you lost and what you learned.
Template questionAs an Account Executive with Recruitee, you'll own the entire revenue pipeline and be measured on quota attainment.
Expect to work with recurring revenue models where customer retention is as important as acquisition.
This remote-friendly role based in JP provides geographic flexibility while maintaining access to a SaaS market.
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