Specter

Account Executive

San Francisco

Sponsorship not specifiedDetected 20 days ago

Agentic AICRMSalesAccount ManagementNegotiationOutbound SalesForecastingProcurement

About the role

You're responsible for turning Specter's technology into revenue and durable customer relationships across critical infrastructure, industrial, and enterprise security markets.
Specter sells into a market that doesn't yet know it needs us - physical security, safety, and operations leaders who default to guards, wired cameras, and reactive incident response.
Your job is to find the leaders bearing the cost of that status quo, teach them what's now possible, and run them through a technical, multi-stakeholder sales cycle to a signed deployment.

Full-cycle sales ownership - source, run, and close deals end-to-end: outbound prospecting, discovery, pitch/demo, pilot scoping, contract negotiation, and close. You own your pipeline and your number.
don't wait for inbound. Build and prioritize a target account list across multiple verticals.
Pilot-to-scale conversion - design and manage paid pilots with pre-agreed success criteria and a quantified ROI, so a successful pilot converts into a multi-site or multi-year deployment (land-and-expand).
Multi-threaded account development - map the buying committee (economic buyer, champion, technical evaluator, procurement/legal) and build relationships across it, not just with a single champion.
Forecasting and pipeline hygiene - maintain accurate CRM records and an honest forecast
Pipeline generation - self-source the majority of your pipeline through targeted outbound; don't wait for inbound. Build and prioritize a target account list across multiple verticals.

Full-cycle enterprise sales experience - you've carried and exceeded quota in a complex, multi-stakeholder B2B cycle (5+ years enterprise sales experience), ideally selling a technical, hardware-inclusive, or physical/security product into enterprise or critical-infrastructure accounts.
Pipeline self-generation - a demonstrable track record of building pipeline through your own outbound, not just closing inbound.
Value Based Selling - you lead with questions, not features
you can leave a first meeting having learned more than you gave away. Familiarity with a rigorous methodology (MEDDPICC, Command of the Message, Sandler Sales, or similar) is a plus.
Technical curiosity - no engineering background required, but you're comfortable learning enough about sensors, wireless mesh, and AI/vision models to hold a credible technical conversation and know when to bring in an engineer.
Ownership and autonomy - you manage your own deliverables, communicate status without being chased, and thrive in startup ambiguity. There's no established playbook yet
you'll help write it.
Willingness to travel - comfortable with a travel-heavy role to be on-site with prospects and customers.

Experience selling into critical infrastructure / physical security / OT (energy, utilities, telecom, data centers, oil & gas, industrial).
Sold hardware + software (not pure SaaS) or a pilot/POC-led motion.
An existing network of security or operations leaders.
Familiarity with a rigorous methodology (MEDDPICC, Command of the Message, Sandler Sales, or similar) is a plus.

This listing is sourced directly from Specter's careers page and normalized into a canonical job model.