At BalkanID, we’re building the world’s most intelligent identity security and access governance platform—powered by automation, AI, and graph intelligence. We help organizations reduce access-related risks, automate user access reviews, streamline lifecycle management, and modernize identity security for both mid-market and enterprise environments.

As our Founding Account Executive (AE) – Pipeline, GTM, and Revenue Owner, you will be one of the earliest revenue-generating hires, responsible for driving new business, shaping our go-to-market motion, and building a $1M+ ARR pipeline from the ground up. If you thrive in early-stage environments, know how to create opportunities where none exist, and want to help redefine how companies evaluate and adopt next-generation IGA—this role is for you.

What You’ll Do

Build Your Pipeline (With or Without Marketing)

• Own a $1M+ ARR quota and take full responsibility for building the pipeline needed to achieve it.
• Prospect relentlessly into target accounts using cold outreach, LinkedIn, email sequences, phone, events, and referrals.
• Identify and engage Directors, VPs, and CISOs at mid-market and enterprise companies (500–5,000+ employees).
• Build and prioritize target account lists based on fit, urgency, and opportunity size.
• Create multi-threaded relationships and navigate complex buying committees across customer organizations.

Full-Cycle Selling Excellence

• Lead discovery to uncover urgent business pain and identity/security challenges.
• Deliver compelling demos tailored to buyer personas and specific use cases.
• Build ROI and business cases centered on risk reduction, compliance, and operational efficiency.
• Negotiate contracts in the $20k–$100k+ ACV range.
• Execute complex 60–120+ day enterprise sales cycles with precision.
• Maintain meticulous pipeline hygiene and forecasting accuracy in CRM.

Hunter Mentality

• Create opportunities proactively—never waiting for inbound or marketing-generated leads.
• Use creativity, persistence, and hustle to get access to your ICP.
• Experiment constantly with new outbound strategies, channels, and messaging.