Strategic Account Executive - East

The posting, as Harmonic Security, Inc wrote it

AI is being run everywhere, by humans and agents. Harmonic Security governs all of it. The AI Governance and Control (AIGC) platform understands user / agent intent and data context in real time, giving security teams visibility and control across every tool and workflow so companies can move faster with AI while minimizing risk.

We operate in one of the fastest-moving spaces in tech: the emerging intersection of AI and cybersecurity. It's a market still being defined, and we're among the first to build natively for it - protecting sensitive data in real time, at the endpoint, with minimal friction for the teams using it. Enterprises get full visibility and control. Their people get to innovate without guardrails slowing them down.

Named to the Rising in Cyber 2026 list, Harmonic is gaining serious recognition and serious traction. We're led by deep cybersecurity expertise and backed by investors who know the space: N47, Ten Eleven Ventures, and In-Q-Tel.

As AI adoption inside the enterprise accelerates, the ability to safely observe, control, and enforce policy in real time isn't a nice-to-have. It's mission-critical infrastructure. That's what we build.

ABOUT THE TEAM

Harmonic’s GTM team is building the commercial engine for a category-defining company at the convergence of AI and cybersecurity. The team is focused on landing and expanding complex enterprise customers while creating a repeatable, high-performing sales motion.

We operate with urgency, share feedback openly, and treat every customer conversation as an opportunity to sharpen how we position, sell, and deliver value.

THE ROLE

We're looking for a Strategic Account Executive to win and grow some of Harmonic’s largest and most-complex enterprise accounts. You’ll own the full sales cycle, from developing a thoughtful account strategy and creating executive-level relationships to navigating technical evaluations, building consensus, negotiating terms, and closing new business.

This role requires more than a strong network or a history of carrying a quota. You must know how to create urgency around an emerging security problem, translate technical capabilities into business outcomes, and lead sophisticated buying groups through complex decisions. You have successfully sold cybersecurity solutions with an average deal size of at least $100K and are credible in the room with CISOs, CIOs, CTOs, and other senior security leaders.

WHAT YOU'LL DO

• Own the full sales cycle for a portfolio of strategic enterprise accounts, from account planning and prospecting through discovery, technical validation, negotiation, close, and expansion.
• Build and execute account strategies that map business priorities, security initiatives, key stakeholders, decision criteria, competitive dynamics, and paths to executive sponsorship.
• Develop trusted relationships with CISOs, CIOs, CTOs, security executives, and other technical and business decision-makers.
• Lead thoughtful disc

[…]
with a disciplined enterprise qualification methodology such as MEDDPICC.

WHY JOIN US

This isn't just a job - it's a chance to help define a category. Harmonic Security was named to the Rising in Cyber 2026 list, and we're just getting started. We're building at the intersection of AI and security, carving out an emerging market where the rules haven't been written yet, and the people who join now will write them.

We believe today's talent is tomorrow's success, and we're committed to creating an environment where you can do the best work of your life.

• Recognized momentum - We made the Rising in Cyber 2026 list, a signal that the market is taking notice
• Rare market opportunity - Join early in a category-defining company at the convergence of AI and security, where your work directly shapes how enterprises tackle one of the biggest unsolved problems in tech
• Competitive pay and meaningful equity - A real stake in Harmonic's success, not a token gesture
• Comprehensive benefits - 401K, pension plan, generous PTO, and flexible hybrid work
• A small, high-trust team that values transparency, creativity, and continuous learning - no politics, no bureaucracy
• Thoughtful leadership - that cares deeply about your growth, not just your output
• Annual global off-sites - past trips include Lisbon, Portugal and Nashville, TN
• Real ownership - you'll shape the product, the culture, and the direction of the company from day one

HARMONIC'S CORE VALUES

🌱 Flourish in the Unknown

We embrace new, unfamiliar situations that require initiative and rapid decision-making. We orient ourselves quickly and deliver results with minimal guidance.

🔥 Never Full

We raise our hands, take on challenges, and assist others whenever possible. We hunger for opportunities to learn and do more.

🤝 Perfect Harmony

We support one another to create cohesion and unity. We collaborate openly, share feedback honestly, and help everyone produce their best work