Account Executive, SMB
Material Security · Remote · US
Full health. Just posted.
New Business + Account Growth: you win new customers and grow existing ones.
- Base
- Not disclosed
- OTE
- $125K–$150K
- Quota attainment
- Not disclosed
- Posted
- 4h ago
Why it matters: OTE tells you what you could earn. Attainment tells you how realistic it is.
Ask: “What percentage of fully ramped reps hit quota last year?”
Still open · checked 3h agoon Material Security's careers page
The job
- What you'd do
- Sell to small and medium-size businesses with 1 to 250 staff, working with their IT and security teams. You'll find many of your own new customers and also sell more to existing ones at renewal time.
- What you'd sell
Stops fake emails and hacked accounts from reaching company files
When a company has to keep fake emails and hacked accounts away from files, it usually relies on basic built-in protections. The problem is, one fake email can lead to a stolen login and then to sensitive files, and any gap lets it through. Material Security watches email, files, logins, and apps together, so it stops the attack before it reaches sensitive data.
In plain English, from their own job posts. Something wrong? Tell me · More Security companies →
- Who you'd sell to
- IT and security teams at small and medium-sized companiesIn their words: “working closely with companies in our SMB segment’s (1 to 250 employees) IT & Security teams.”
- Where deals come from
- A mix. Some leads come to you, some you find yourself.
The Braun Read
Worth a lookSolid on the basics. Use the first call to fill in the gaps.
- Pay
- OTE is listed. Ask what the base is.
- Transparency
- Says nothing about quota, attainment, deal size, territory or sales cycle.
- Time on market
- Brand new.
- Company hiring
- 2 sales roles open, hiring at a steady pace.
Red lights
None spotted.
Green lights
- Publishes OTE. It tells you the on-target earnings up front. Most postings don't.
- Gets leads from SDRs. You won't be building all of your own pipeline from zero.
Based only on what the posting says. Lights are a starting point for your first call, not a final judgment.
Questions to ask on the first call
Built from what this posting leaves out. How they answer tells you as much as what they say.
- 1.
What percentage of fully ramped reps hit quota last year?
OTE is what you could earn. This is how likely you are to earn it.
- 2.
What percentage of reps on the team have been here more than 18 months?
Tenure shows whether people stay long enough to get paid.
- 3.
Has the comp plan changed in the last 12 to 18 months? What changed?
A plan that changes every year means the goalposts keep moving.
- 4.
Who sits with reps and reviews calls each week?
Coaching is often what's behind a good or bad attainment number.
- 5.
What's the base, and how is the rest paid out?
OTE without a base doesn't tell you what you can count on.
- 6.
Why is this role open? Did someone leave, or is it new?
New headcount is growth. A replacement means someone left. Ask why.
› When the offer comes
Save these for later. They land better once they've said yes to you.
- 1.
Can I see the full comp plan in writing, including clawbacks and accelerators?
What's in writing is what gets paid. Read it before you sign.
- 2.
Can I see the actual comp distribution for the team last year, not just the OTE?
The spread shows what most reps really take home. OTE is just the target.
- 3.
I'd be walking away from earned commission to join. Is there room for a sign-on bonus to help cover that?
Leaving money behind is a fair reason to ask. The worst answer is no.
Josh's top five questions for any sales interview →
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