As a founding member of the Growth Account Executive team, you will drive revenue expansion by increasing product adoption and identifying upsell opportunities across mid-market and enterprise clients
Adaptive is a cybersecurity startup on a mission to stop AI-powered cyberattacks. In December 2025, the company announced an $81M Series B led by NVIDIA and Bain Capital Ventures, with participation from Capital One Ventures, Citi Ventures, and continued support from Andreessen Horowitz (a16z), the OpenAI Startup Fund, and Abstract Ventures. The round marked NVIDIA’s first AI cybersecurity investment.
Adaptive was founded by Brian Long and Andrew Jones, repeat entrepreneurs who have built and scaled category-defining companies. Brian and Andrew previously co-founded Attentive, which grew to more than $500M in annual revenue and a $10B+ valuation, and TapCommerce, which was acquired by Twitter. Together, they bring deep experience building high-growth, product-led businesses at massive scale as Adaptive builds the security layer for the AI era.
Trusted by leading banks, technology companies, and healthcare organizations, Adaptive protects teams from emerging threats like deepfakes, smishing, and AI-powered voice scams. With rapid enterprise adoption and a $200B+ market ahead, the company is just getting started.
As a Growth Account Executive, you’ll own mid market and enterprise revenue expansion across the portfolio. This is a high-impact, post-sales revenue role focused on increasing product adoption, identifying upsell and cross-sell opportunities, and leading strategic growth conversations with executive and technical stakeholders.
You will guide customers through the post-onboarding lifecycle, ensuring they realize value from Adaptive’s platform — and translating that value into long-term revenue growth.
This is a founding role on the Growth team. You’ll help define how Adaptive scales its expansion motion, leveraging one-to-many engagement strategies, strong operational rigor, and tactical selling execution.
Own and grow a portfolio of mid-market and enterprise accounts
Drive retention and meaningful ACV growth through upsells and cross-sells
Identify expansion opportunities aligned to evolving customer needs
Lead value-based pricing and negotiation conversations at renewal
Increase net revenue retention through strategic account planning
Drive product adoption and long-term value realization across your accounts
Leverage one-to-many engagement tactics to efficiently manage a scaled portfolio
Navigate high volumes of renewal and expansion opportunities simultaneously
Maintain meticulous documentation of account activity, pipeline, and forecasts
Partner with Customer Success, Sales, and Product to ensure seamless transitions and coordinated growth strategy
4+ years of SaaS sales experience (mid-market or enterprise preferred)
Proven success growing an existing book of business (quota-carrying expansion experience)
Strong track record of driving adoption, retention, and expansion through customer-centric selling
Demonstrated success identifying and closing upsell or cross-sell opportunities
Comfortable navigating multiple active deals and competing priorities
Excellent time management, prioritization, and project management skills
Strong operational discipline with attention to detail in CRM and forecasting
Skilled at engaging executive and technical stakeholders
Highly proactive — you create expansion, you don’t wait for it
Thrive in ambiguity and enjoy building processes from scratch
Founding member of the Growth Sales team
High visibility with leadership, reporting directly to the VP of Growth Sales
Opportunity to define renewal pricing strategy as volume scales
Clear impact on company revenue and long-term customer value; work with a product that customers genuinely love
High-impact role selling a product that resonates with real urgency
Equity in a venture-backed company led by repeat founders
Competitive comp with uncapped commission
Premium healthcare and wellness benefits
A no-politics, all-in culture where speed, ownership, and quality win
Adaptive Security builds a cutting-edge security training and phishing simulation platform that shields businesses from emerging cybersecurity threats, including AI-driven attacks and deepfakes. Our service is specifically designed for banks, technology firms, and healthcare organizations looking to enhance their defenses against sophisticated phishing attempts and other vulnerabilities.
Please mention you found this job on AI Jobs. It helps us get more startups to hire on our site. Thanks and good luck!
Understand the required skills and qualifications, anticipate the questions you may be asked, and study well-prepared answers using our sample responses.
Growth Account Executive Q&A's