Opti is the AI-native identity security platform that replaces manual, periodic access governance with continuous, automated control that deploys in hours, not months. Founded by cybersecurity entrepreneurs and backed by top-tier VCs, Opti is AWS's exclusive emerging IAM partner in the Security Hub Extended program. About the role: The Strategic Account Executive will drive revenue growth and expand Opti's enterprise presence in the East Coast region. This is a high‑impact, quota‑carrying sales role focused on building a robust pipeline, developing enterprise relationships, and guiding complex sales cycles from initial engagement to close. The ideal candidate has 12–15+ years of B2B sales experience with substantial enterprise sales, 3–5+ years in cybersecurity/identity, a strong understanding of Identity & Access Management (IAM) and Identity Governance & Administration (IGA), and a proven track record of exceeding quota. You should be comfortable operating in a structured sales environment as well as in an early‑stage startup. Responsibilities include developing and executing a regional sales strategy to meet targets; building and maintaining a pipeline of enterprise opportunities; driving new logo acquisition; owning the full sales cycle from prospecting through negotiation and close; engaging with senior security, IT, and business stakeholders; developing territory and account plans aligned with Opti's growth objectives; maintaining disciplined pipeline management, forecasting, and CRM activity; collaborating with Solutions Engineering, Marketing, Product, and leadershi

Opti is the AI-native identity security platform that replaces manual, periodic access governance with continuous, automated control that deploys in hours, not months. Founded by cybersecurity entrepreneurs and backed by top-tier VCs, Opti is AWS's exclusive emerging IAM partner in the Security Hub Extended program. About the role: The Strategic Account Executive will drive revenue growth and expand Opti's enterprise presence in the East Coast region. This is a high‑impact, quota‑carrying sales role focused on building a robust pipeline, developing enterprise relationships, and guiding complex sales cycles from initial engagement to close. The ideal candidate has 12–15+ years of B2B sales experience with substantial enterprise sales, 3–5+ years in cybersecurity/identity, a strong understanding of Identity & Access Management (IAM) and Identity Governance & Administration (IGA), and a proven track record of exceeding quota. You should be comfortable operating in a structured sales environment as well as in an early‑stage startup. Responsibilities include developing and executing a regional sales strategy to meet targets; building and maintaining a pipeline of enterprise opportunities; driving new logo acquisition; owning the full sales cycle from prospecting through negotiation and close; engaging with senior security, IT, and business stakeholders; developing territory and account plans aligned with Opti's growth objectives; maintaining disciplined pipeline management, forecasting, and CRM activity; collaborating with Solutions Engineering, Marketing, Product, and leadershi