Role description
UptycsJoin Uptycs as we rebuild our US sales team for the AI era. You will lead with Juno AI Analyst, expand across the Uptycs CNAPP and XDR platform, and help customers raise their security posture across every tool they run.
Products
Juno AI Analyst, CNAPP, XDR
Territory
West Coast
Experience
3+ years of closing in enterprise SaaS
Ideal Profile
Pre-sales roots, now owns a number
United States | East Coast | Reports to VP of Global Sales
About Uptycs
Uptycs is the unified security platform for cloud workloads, containers, endpoints, and hybrid infrastructure, with CNAPP and XDR delivered from a single data model and a single pane of glass. At its center is Juno, an AI security analyst that investigates independently, reasons across multiple data sources in parallel, and shows the evidence behind every conclusion.
Security data lives in many places: Jira and ServiceNow, Splunk, identity providers, code repositories, and data lakes. Juno has taken Uptycs beyond the boundaries of CNAPP and XDR, uniting those data silos while leaving the data at its source and adding reasoning across all of it. Juno is sold as part of the Uptycs platform and on its own, for organizations running any security stack. Uptycs customers include SAP, IBM, Lookout, Wix, and Nutanix.
Why Now: A Reboot for the AI Era
Uptycs is transitioning its sales team into the new world of selling AI security operations. We are hiring Account Executives on the East and West Coasts over the next three to six months, and the people who join now will shape how Uptycs sells AI SOC and cloud security in the US.
The Role
You will own a territory and a direct quota. Your pipeline comes from three places: the opportunities our new pipeline generation programs create, which you pick up and run with; your regional partners; and your own outbound motion. You will sell two complementary products to the same security buyer. Juno AI Analyst opens the conversation, and the Uptycs CNAPP and XDR platform expands it.
What You Will Do
Own your territory plan. Build an account and coverage plan from day one, segment accounts by entry point (Juno-led or platform-led), and set a quarterly pipeline cadence you are accountable to.
Run with new opportunities. Pick up the opportunities our pipeline generation programs create, qualify them quickly, and drive them through to signature.
Build your own pipeline. Drive new logos through outbound prospecting, executive networking, and events.
Work hand in hand with your partners. Meet your regional partners regularly, run joint account planning sessions, plan and run joint events, co-develop pipeline, and hold both sides to mutual commitments.
Lead with AI SOC, expand across the platform. Know when to open with Juno and when to open with CNAPP and XDR, and how to sequence from one into the other.
Make AI reasoning real for buyers. Explain clearly what Juno does: it investigates independently, sends parallel sub-agents across multiple data sources, produces a verifiable reasoning chain, and delivers in minutes what takes an analyst hours. Earn credibility with CISOs who have heard AI claims from every vendor.
Lead the first technical conversation. Handle discovery and the early technical discussion yourself, and bring in our product and engineering experts and Customer Success team for deep validation.
Run the full sales cycle. Own qualification, evaluations, business case, negotiation, legal, and close with VP and C-level buyers across security, cloud, and infrastructure.
Forecast with discipline. Keep Salesforce current and deliver reliable weekly and monthly forecasts.
Bring market intelligence in. Feed competitive insights, AI buying objections, and market signals back to product, marketing, and leadership.
Who You Are
Sharp and quick on your feet. You think in real time, change direction the moment a conversation does, and answer hard questions with clarity.
A fast learner. You pick up new technology quickly and can explain it simply to technical and business buyers.
Three+ years of closing experience in enterprise SaaS or security, with a consistent record of over-quota performance. You are early in your career and still building your approach, and you want to grow fast.
Pre-sales roots, ideally. Our strongest profile started in pre-sales or solutions engineering and has since owned a number and full sales cycles as an Account Executive.
Energy and a will to win. You bring passion to every deal and do what it takes to win.
Customer-centric. You earn trust by understanding the customer’s environment and goals better than anyone in the deal.
A pipeline builder. You know how to work cold accounts, warm a market, and turn new opportunities into qualified pipeline quickly.
Partner experience. You have worked with VARs, MSSPs, or GSIs: joint account planning, co-selling, and joint events.
Security market knowledge. You understand the security buyer and the landscape across detection and response, cloud security, and public cloud (AWS, Azure, GCP).
AI fluency. You speak credibly about large language models and agentic AI, and you use AI tools in your own daily work for research, prospecting, and preparation.
Salesforce discipline. Clean data, a current forecast, and logged activity.
Education. BS/BA degree or equivalent professional experience.
Nice to Have
Experience selling SOC, XDR, SIEM, or cloud security platforms
Experience selling AI-powered products to enterprise buyers
Existing relationships with security buyers or partners in your region
Experience building a territory from the ground up
Why Uptycs
Sell technology that changes the conversation. Juno reasons across a customer’s entire security ecosystem and shows its evidence. SAP has deployed it in its own environments.
Two products, one buyer. Juno and the Uptycs platform give you two ways into every account, and customers who keep their current stack are still Juno prospects.
Momentum you can learn from. Large enterprise opportunities are already in motion at Uptycs, showing what Juno can win. You will see how these deals are run and bring those lessons into your own territory.
A flat organization. Everyone at Uptycs, including our CEO and CPO, is there to help you win, and decisions move quickly.
Shape the team. Early hires set the playbook, the culture, and the customer stories for the AI era at Uptycs.
Competitive compensation. An OTE structure built for top performers, with uncapped upside.
Learn more: www.junoanalyst.ai | www.uptycs.com