HiveWatch is a tech-forward, inclusive organization fostering the evolution of the physical security industry. We are a diverse team of forward thinkers who empower each other to find creative and collaborative solutions in an industry ripe for modernization. We are passionate about the problems we’re solving for our customers and equally passionate about the company we’re building. HiveWatch is here to help security teams pivot from chasing threats to preventing them. We protect organizations, people, and property through the intelligent orchestration of physical security programs. With better communication, more insights, and less “noise”, we are modernizing what it means for businesses and their employees to truly feel safe. # WHAT YOU'LL DO:
Territory & Account Prioritization
Own a defined territory and account set; build and maintain a prioritized target list based on intent signals and ICP fit
Research accounts proactively: identify companies hiring physical security leaders, recently funded startups, fast-scaling tech companies, hyperscalers, data centers, defense tech, AI companies, and others where physical security is a growing priority
Develop a point of view on your territory — know who’s ready to buy and why, before they raise their hand
Outbound Prospecting
Run high-quality, personalized outbound across email, phone, LinkedIn, and other channels — volume with precision, not spray and pray
Leverage modern sales tools and AI to scale prospecting efforts without sacrificing relevance or personalization
Partner with BDR resources to build pipeline efficiently and coordinate outreach across accounts
Full-Cycle Sales Execution
Lead discovery calls to uncover pain, map stakeholders, and qualify opportunities with rigor
Deliver compelling product demonstrations tailored to the buyer’s environment and priorities
Navigate multi-stakeholder deals across security, IT, and procurement with confidence
Manage pilots and technical evaluations in partnership with the Solutions Engineer; keep deals moving and expectations aligned
Drive deals to close with urgency, creativity, and consistent follow-through
Sales Motion Building
Contribute to building a repeatable, scalable growth sales motion — bring a founder mentality to your segment
Share learnings, messaging, and tactics that make the broader team sharper
Operate with high accountability: accurate forecasting, clean CRM hygiene, and clear pipeline visibility
REQUIRED QUALIFICATIONS
3+ years of full-cycle software sales experience across at least 2+ direct selling roles
SaaS sales experience is required; services or non-software backgrounds are not a fit for this role
Demonstrated track record of sourcing and closing net-new business through outbound prospecting
Comfortable running end-to-end sales cycles independently — from cold outreach to signed contract
Fluent with modern sales tools and AI; uses technology to research, prioritize, and scale outreach without losing quality
Strong written and verbal communicator — can tailor a message to a GSOC director and a CFO in the same week
Organized, data-driven, and disciplined about CRM hygiene and pipeline management
Based in or willing to work from our El Segundo, CA office
PREFERRED QUALIFICATIONS
Experience selling into security, IT, or operations personas at mid-market or enterprise companies
Familiarity with physical security, GSOC operations, or adjacent industries (defense tech, critical infrastructure, etc.)
Experience with trigger-based or intent-driven prospecting motions
Comfortable navigating deals that involve technical evaluations or proof-of-concept stages
CHARACTERISTICS MOST IMPORTANT TO US:
Hunger Over Pedigree
This role rewards people who outwork and outthink the competition. We care far more about drive, creativity, and coachability than the logos on your resume. ## Builder Mentality
You’re joining an established team but building something new within it. You’ll need to create structure where it doesn’t exist, test what works, and iterate fast. If you need a fully built playbook handed to you, this isn’t the role. ## Change Agent
Physical security has been done the same way for decades. You’re energized by the opportunity to convince buyers there’s a better way — even when they’re comfortable with legacy systems. You can articulate how AI will make their lives dramatically easier, and you don’t get rattled by skepticism. ## Relentless & Resourceful
No task is too big or too small when it comes to closing deals. You’ll jump on a last-minute demo, build a custom one-pager to break through a stuck deal, and still find time to fill your pipeline for next quarter. # ADDITIONAL INFO
Base salary range: $90,000 - $110,000K USD per year
Eligible for commission
Eligible to participate in HiveWatch Equity Incentive Plan
The final offer will be at the company’s sole discretion and determined by multiple factors, including years and depth of relevant experience, expertise, and other business considerations. # BENEFITS & CULTURE
At HiveWatch, we’re passionate about taking care of our people — and it shows in the benefits we offer. Our team enjoys:
Comprehensive health coverage: medical, dental, vision, and life insurance
Cutting-edge work in an emerging field with huge growth potential
Competitive compensation packages designed to reward top talent
A modern, newly renovated HQ right on Main Street in El Segundo, CA
401(k) with a 4% company match to help you invest in your future (match launches in 2026)
Flexible paid time off so you can recharge when you need it
Additional benefits include ClassPass credits and a discount on pet insurance
A family-friendly, compassionate culture that values balance and belonging
We encourage you to challenge the status quo, share your perspective, and leave fear at the (access-controlled) door.
