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About the Role

We are hiring our founding Account Executive for Watcher, a coding agent security product. You will own the full sales cycle end to end and build the playbook for the GTM team. This role involves creating high-value interactions through introductions, conference participation, and community engagement, as well as targeted outbound efforts.

Responsibilities

Map target accounts to identify decision-makers, organizational structures, current pain points, and existing connections.
Identify warm introduction paths via investors, advisors, clients, partners, and networks, then brief connectors and draft messaging to ensure successful connections.
Capitalize on key engagement opportunities, such as speaking panels, hosted roundtables, buyer communities, and embedded partners.
Execute highly targeted outbound campaigns focused on specific buyer segments, proven solutions, and relevant triggers rather than high volume.
Run discovery, demos, and technical evaluations with security and engineering leaders.
Scope and drive proofs of concept (POCs): establish success metrics up front, maintain pilot momentum, and drive conversion.
Build compelling commercial and ROI cases to secure executive-level investment.
Own commercial negotiation, security review, procurement and close in sophisticated, multi-stakeholder sales cycles involving senior business, technology, R&D, procurement, legal and executive decision-makers.
Write down what works, including qualification criteria, discovery questions, POC structure, pricing guidance, objection handling, and security questionnaire answers.
Build and own the CRM; report on pipeline health, conversion, and what's working well enough to double down on.
Define what needs to be hired next, and help to hire it.
Bring honest signals back about why deals progress or stall.
Work with the product team on positioning, pricing, and the collateral enterprise buyers actually ask for.

Requirements

Closed enterprise deals as an individual contributor for 5+ years.
Sold at an early-stage company, before it had a machine, for 2+ years without mature marketing, an SDR team or brand recognition.
Closed into large, slow organisations (e.g., banks, quant funds, government bodies).
Personally run deals through security review, architecture review and procurement, with a realistic sense of timing and compression strategies.
Technical credibility with a technical buyer (e.g., directors of product security, principal security engineers, engineering leaders).
Ability to run discovery and technical evaluations without a sales engineer, understand architecture, and know when to involve specialists.
High agency and ownership; ability to decide where the quarter goes, make calls with incomplete information, and be accountable for outcomes.
Comfortable with ambiguity and shifting priorities, and willing to grind when it matters.
Comfortable leveraging AI heavily for research, drafting and deal work, while holding the output to a high standard.
Experience selling security, developer tools, or infrastructure.
Experience with coding agents as a user (e.g., Claude Code, Codex, Cursor).
Familiarity with how security teams evaluate vendors.

Skills

Sales cycle management
Account mapping
Lead generation
Outbound sales
Discovery calls
Product demonstrations
Technical evaluations
Proof of concept (POC) management
Commercial negotiation
Security review processes
Procurement processes
CRM management
Pipeline reporting
Product positioning
Pricing strategy
Collateral development
AI utilization for sales tasks

Location

London, UK
Remote (flexible arrangements)
Travel to conferences and customer sites

Work Type

Full-time
In-person
Flexible working hours

Experience Level

5+ years closing enterprise deals as an individual contributor
2+ years in an early-stage startup environment

Salary/Compensations

Base Salary: £85,000 - £129,000
Variable: performance incentives against ARR targets

Benefits

Market competitive salary
Equity
Competitive benefits
Unlimited token budget
Flexible work hours and schedule
Unlimited vacation
Unlimited sick leave
Up to 6 months of paid parental leave
Comprehensive health, dental and vision insurance
Retirement savings with competitive employer matching
Provided lunch, dinner, and snacks on workdays
Paid work trips (staff retreats, business trips, conferences)
Yearly $1,000 professional development budget
Relocation support and visa fees (if applicable)

About the Company

Apollo Research is primarily concerned with risks from Loss of Control in AI, specifically deceptive alignment/scheming.
We work on the science of scheming, detection of scheming, and scheming mitigations.
We collaborate with frontier AI companies to test models and advance the science of scheming.
Our culture emphasizes truth-seeking, goal-orientation, constructive feedback, and helpfulness.
We build Watcher, a coding agent security product that secures agent deployments in companies.
Our goal is to reduce the probability of catastrophic AI incidents by securing coding agents, learning about real-world risks, and publishing research on control systems.

Equal Opportunity

Apollo Research is an Equal Opportunity Employer.
We value diversity and are committed to providing equal opportunities to all, regardless of age, disability, gender reassignment, marriage and civil partnership, pregnancy and maternity, race, religion or belief, sex, or sexual orientation.