About the role
Territory: South East (FL, GA, NC) About Fable Security AI-driven threats and human error are today’s biggest enterprise security risks. Cybercriminals don’t hack systems—they exploit people. Human errors drive 70% of security breaches, making human behavior the primary and growing attack surface. At Fable, we believe that the right tools can convert people from targets to another layer of defense. Fable is the human risk platform that directly shapes employee behavior. Designed for simplicity and enterprise scale, our agentic platform synthesizes complex employee data, pinpoints risky behaviors, and deploys highly relevant interventions to people automatically, in real time, right where they work. Backed by Redpoint Ventures and Greylock Partners and founded by early Abnormal Security team members, Fable is solving cybersecurity’s biggest challenge in a multi-billion-dollar market. Our team includes alumni from Meta, Twitter, Flexport, Palantir, Rippling and top-tier universities like Waterloo, Columbia, Berkeley, Purdue, CMU, Stanford, UCLA, and USC. We are experiencing explosive growth, making this a career-defining opportunity to join and shape the future of security.
The Role As an Account Executive, you will own the full sales cycle, from prospecting and qualification through close. You’ll leverage your hands‑on security domain knowledge to build credibility with CISO’s and security teams, drive outbound prospecting, and hit quota consistently. Key
Responsibilities Full‑Cycle Sales: Source your own opportunities (cold outreach, events, referrals), qualify leads, demo, negotiate, and close deals. Enterprise Engagement: Build trusted relationships with security leaders (CISOs, GRC, SecOps) at mid‑market and enterprise organizations.. Quota Attainment: Consistently achieve or exceed quotas through proactive pipeline generation, sales execution, and disciplined forecasting. Cross‑Functional Collaboration: Partner with Marketing, SDRs, Product, and Customer Success to refine messaging, craft winning proposals, and ensure smooth onboarding. Market Insight: Share competitive intelligence, customer feedback, and product ideas to help shape our roadmap and positioning. Career Growth: Leverage internal development programs and mentorship to accelerate your own progression—multiple promotions are encouraged for top performers. What We’re Looking For Experience & Progression: 3+ years in SaaS sales with at least one internal promotion or clear track record of quota attainment and career growth. Startup & GTM Fit: Proven success in early‑stage (Seed–Series C) or high‑growth environments, with hands‑on outbound prospecting and self‑sourced pipeline. Market Segment Expertise: Regularly sold into mid‑market enterprises; comfortable navigating multi‑stakeholder buying processes. Tenacity & Ownership: You own your territory end‑to‑end, thrive on challenging targets, and have the grit to turn cold calls into closed‑won deals. Nice‑to‑Haves Direct experience selling security or GRC solutions—vulnerability management, human risk, SAT, risk management, or adjacent IT infrastructure. Familiarity with MEDDICC or other enterprise sales methodologies. Early-stage startup experience Established relationships within the CISO community.