Account Executive

About the Company

Formal is a data security platform designed to help teams understand and control their data on autopilot. We are building a modern protocol-aware reverse-proxy for datastores and APIs that helps organizations understand their data in real-time. Formal is backed by top-tier VCs including Thrive Capital and Y Combinator.

Responsibilities

• 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 product adoption, net new sales, and client retention
• 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
• Engage potential customers to understand business challenges and explain Formal's value proposition

Requirements

• 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 relationships with technical customers
• Drive and willingness to learn the product deeply to carry technical conversations with security teams
• Analytical ability to manage complex sales cycles
• Excellent communication and teamwork skills

Preferred Qualifications

• Experience in a fast, high-growth startup environment
• Experience using tools like Temporal and Render
• Extensive knowledge of datastore protocols such as Postgres, S3, or Kafka
• Familiarity with cloud computing platforms like AWS or GCP
• Strong CRM hygiene and experience with sales forecasting metrics

Benefits

• 100% medical, dental & vision insurance coverage for employees
• Partial coverage for dependents
• Flexible PTO