About At-Bay 

At-Bay is a fast-growing InsurSec company (Insurance x Cybersecurity) on a mission to bring innovative products to the market that help protect small businesses from digital risks. As an InsurSec provider, we uniquely combine insurance with mission-critical security technologies, threat intelligence, and human expertise to bridge the critical security capability gap that exists among SMBs in the community. We believe InsurSec is an $80B market opportunity, and we are excited to hire one of our first few AEs for the security team to help expand our reach and influence in the business and security community, of which we serve 35,000 customers.

The Role: 

We are seeking an experienced Security Account Executive to join the At-Bay Security team! The AE will be the founding sales member on the At-Bay Security team and will initially work closely with our Chief Business Officer to own the sales cycle from lead to close for technical buyers looking for a managed detection and response solution right-sized for SMBs. 

The ideal candidate has a proven track record of building successful go-to-market sales motions and pipeline at an early-stage startup, experience selling endpoint protection / MDR / xDR solutions, and familiarity with Product Led Growth (PLG). 

Responsibilities: 

• Develop and execute the strategic Go-To-Market & Sales plans to achieve and exceed monthly and quarterly revenue targets 
• Manage the sales process end-to-end from lead to close, including contract negotiation
• Conduct product demos and presentations to potential prospects
• Help define and actualize early go-to-market processes and infrastructure configuration (CRM)
• Collaborate with the At-Bay Security product team to provide ‘voice of the customer’ with informed recommendations to influence At-Bay Security’s product roadmap and improve customer satisfaction
• Be the voice of the company in all Sales channels 

In this role we value: 

• Bachelor’s degree or equivalent 
• 5-10 years of relevant work experience 
• 3+ years of senior-level sales experience within cybersecurity. Track-record of meeting sales targets / promotion 
• Extensive experience selling Endpoint Detection or Managed Detection and Response solutions is a must have
• Experience selling in the commercial space is a plus
• Start-up experience is a strong plus 

Work location: 

• USA
• Remote

Why you should join our At-Bay Security team:

Cyber insurance has become indispensable for businesses against the existential threat of cyber attacks which become more common and more devastating year after year. In response, At-Bay invented the concept of InsurSec to bridge the gap between insurance and security. Our award-winning team combines the unparalleled risk insights available to a full-stack cyber insurance carrier with full-spectrum cyber operations capabilities to bring our customers a safer and more secure working world. If you’re reading this, then you’re probably looking for a new adventure. But how about a new perspective? If impact is your goal, then join us and find out what you’re worth when a single conversation can avert a significant ransomware incident and save a small business from having their lights turned out permanently. 

Role Overview:

The Cyber Advisor for the Post-Cyber Event Hardening service is essential in helping customers enhance their security posture following a cyber event. This role bridges the gap between recovery and long-term resilience by implementing and optimizing technical security controls directly within the customer's environment to minimize future risk.

Engagement-Based Responsibilities:

Assessment & Prioritization

• Conduct targeted reviews of the insured’s environment to identify security control gaps
• Analyze and prioritize system weaknesses across cloud and on-premise infrastructure to focus remediation on the highest-risk areas

Implementation & Hardening

• Deploy security improvements, including advanced endpoint protection, email security tools, and modern network access controls
• Integrate zero-trust principles and robust identity protections to ensure resilient access management
• Execute technical hardening measures to eliminate common attack vectors and secure critical infrastructure components
• Apply technical remediations to align the environment with At-Bay’s security standards

Strategic Resilience & Advisory

• Achieve a demonstrably stronger security posture for the insured than existed prior to the cyber event
• Translate technical improvements into strategic business value, helping the insured build a sustainable culture of security

Internal Responsibilities:

Security Product & Tooling Evolution

• Continuously evaluate and update technical “betterment” playbooks and toolsets to stay ahead of evolving threat actor tactics
• Test and vet new security solutions to ensure the service utilizes the most effective and reliable technologies available

Cross-Functional Intelligence Sharing

• Provide anonymized insights from engagements to help internal teams refine risk models and security requirements
• Collaborate with internal teams to align technical remediation efforts with policy standards and emerging insurance trends

Knowledge Leadership & Training

• Act as a subject matter expert for the broader security and insurance teams on the "what and how" of modern infrastructure hardening
• Create internal anonymized post-mortems to demonstrate the ROI of the service and highlight successful security transformations

Continuous Threat Research

• Stay current on the threat landscape to ensure hardening steps remain effective against the latest attack vectors

How you’ll make an impact: 

By 3 months...

• Gain a deep understanding of At-Bay’s business—specifically how our insurance products, distribution, and technology stack integrate with the Post-Cyber Event Hardening service to serve our customers
• Execute targeted assessments and become proficient in analyzing security toolsets to identify security control gaps and deliver tailored, high-impact risk mitigation strategies
• Establish the collaborative relationships necessary to drive success across multiple teams, including Underwriting, Claims, and MDR
• Establish a confident communication style with customers, guiding them through technical remediation steps and advising them on achieving a measurably stronger security posture

By 6 months...

• Contribute to the refinement and scalability of the Post-Cyber Event Hardening service by updating technical "betterment" playbooks and vetting new security solutions
• Serve as the technical lead for cybersecurity engagements, providing expert guidance throughout the hardening phase and delivering comprehensive, actionable reports
• Successfully bridge the gap between complex technical fixes and strategic business value, helping insureds build a sustainable culture of security
• Participate in strategic discussions and initiatives that leverage your field insights to shape the future of At-Bay’s cybersecurity service roadmap

What you’ve accomplished already:

• Proven experience in security hardening, including security control implementation and optimization across diverse, complex environments
• Deep technical knowledge in deploying and configuring Endpoint Detection and Response (EDR/MDR), Identity and Access Management (IAM), and Email Security solutions
• Extensive experience implementing Multi-Factor Authentication (MFA) and Active Directory/Entra ID security improvements
• Expertise in securing network architectures, including firewall remediation, VPN, ZTNA, SASE, and cloud environment hardening (Azure, AWS, or GCP)
• Excellent communication skills with the ability to guide customers through technical remediation steps during high-stress, post-event periods
• Proven ability to identify and categorize security control gaps, providing tailored recommendations and applying rapid, high-impact remediations
• A collaborative mindset with the ability to work effectively alongside internal and external teams to achieve technical remediation
• Experience collecting and analyzing data from various security tools to drive informed risk management decisions and proactive defense strategies
• Proven track record of delivering insights on emerging cyber threats and translating them into proactive defensive measures

BE THE FIRST TO BUILD SOMETHING THAT MATTERS

Why you should join our At-Bay Security team:

At-Bay is a fast-growth InsurSec company (Insurance × Cybersecurity) on a mission to protect businesses from digital risk. As an InsurSec provider, we uniquely combine insurance with mission-critical security technologies, threat intelligence, and human expertise to close the security capability gap that leaves SMBs exposed. Our model has earned recognition as both a Forbes Fintech 50 and Fortune Cyber 60 company, serving more than 35,000 customers.

We believe InsurSec is an $80B market opportunity, and we’re building our first BDR function to match that ambition. This is a ground-floor role: you’ll set the foundation for how At-Bay develops its security business, working directly alongside Account Executives to drive outbound pipeline.

Role overview:

Your primary focus is outbound prospecting: identifying, engaging, and qualifying opportunities across a defined account base. You’ll reach technical and financial buyers using a mix of research-led outreach, phone, email, and LinkedIn to build pipeline that converts.

You’ll be reaching an existing customer base that already trusts At-Bay. Your job is to open the conversation on security. With At-Bay, our customers experience 5X fewer ransomware attacks. You’ll carry that story to an audience that needs it and isn’t hearing it yet.

How you’ll make an impact: 

By 30 days…

• Develop a thorough understanding of our business, including how MDR, insurance, and our product tiers serve customers end-to-end
• Get sharp on our two core buyer personas: technical and financial decision-makers
• Partner with your AE and build your initial account penetration plan

By 60 days...

• Running active outbound sequences across your target account list
• Booking qualified meetings and contributing to early pipeline with your AE
• Established as a key connector between marketing, sales, and your accounts

By 90 days...

• Consistently hitting or exceeding pipeline targets and meeting metrics
• Leading top-of-funnel feedback loops with marketing
• Articulating At-Bay’s MDR value prop confidently to both buyer types

What you’ve accomplished already:

• You’ve prospected into SMB or mid-market accounts, ideally selling a cybersecurity offering or complex technical solution
• You’ve built and executed high-quality outbound campaigns built on targeted, research-led outreach, not spray-and-pray volume
• You’ve turned a cold “not interested” into a booked meeting and eventually a closed deal
• You’ve consistently hit or exceeded activity and pipeline targets
• You’re comfortable engaging both technical buyers (IT/security) and business/financial decision-makers in the same account

Why you should join our At-Bay Security team:

At-Bay is a fast-growth InsurSec company (Insurance x Cybersecurity) on a mission to bring innovative products to the market that help protect small businesses from digital risks. As an InsurSec provider, we uniquely combine insurance with mission-critical security technologies, threat intelligence, and human expertise, to bridge the critical security capability gap that exists among SMBs in the community. We believe InsurSec is an $80B market opportunity and we are excited to expand our DFIR team in order to help expand our reach and influence in the business and security community, of which we serve 35,000 customers.

The Role:

• Our Digital Forensics and Incident Response (DFIR) teams deliver incident investigation and response services to At-Bay insureds via:
  • Forensically sound collection, transmission, and storage of digital evidence
    
  • Analysis of digital evidence to identify indicators of compromise and adversary activity
    
  • Development of incident timelines and theories of compromise
    
  • Identification of incident root causes
    
  • Participation in threat actor negotiations as necessary (e.g., ransom negotiations, etc.)
    
  • Participation in incident recovery (e.g., restoration of data from backups, reimaging workstations and servers, rebuilding network infrastructure, etc.) activities as necessary
    
  • Development and delivery of incident reports to document key incident details for engagement stakeholders including executive leaders for insureds, breach coach attorneys, and At-Bay claims management staff as necessary
    
  • Development and delivery of recommendations to mitigate the risk of future incidents for impacted insureds
    
  • Development and delivery of incident response training and simulations for targeted insureds

Key skills:

• Previous digital forensics and incident response experience
  
• Strong oral and written communication skills
  
• Previous hands-on experience performing digital forensics and incident response, including several of the following:
  
  • Business Email Compromise
  • Ransomware
  • Digital evidence collection and analysis
    
  • Development and analysis of cyber threat intelligence
    
  • Leadership of or participation in investigations involving digital evidence
    
  • Intrusion detection / cyber threat hunting
    
  • Malware analysis
    
  • Incident recovery activities such as restoration of data from backups, operation of decryptor tools, etc. 
    
• Previous hands-on experience working in information technology operations (e.g., Network Operations Center, Security Operations Center, Incident Response Team, etc.)
• Strong knowledge of Windows and Unix/Linux operating systems
• Expertise in threat hunting, network forensics, and EDR / EPP technologies

Minimum requirements:

• Bachelor’s degree or equivalent
• Minimum of 4 years of experience in cybersecurity operations, incident response, incident recovery, or another security discipline
• Willingness to travel as needed to perform job functions

Preferred requirements:

• Significant undergraduate or graduate coursework in computer science, computer engineering, information systems, or cybersecurity
• Previous background in law enforcement or government/military with experience leading complex technical investigations
• Knowledge of cloud environments, including knowledge of cloud security products and services offered by major cloud service providers (e.g., AWS, Azure, Google)
• Experience in a top-10 cyber consulting firm or leading DFIR provider preferred
• One or more industry cybersecurity certifications (e.g., GCIH, Security+, CISSP, etc.)

Work location:

• USA, nationwide
• Remote Position

Our estimated base pay range for this role is $130,000-$150,000 per year. Base salary is determined by a variety of factors including but not limited to market data, location, internal equitability, domain knowledge, experiences and skills. In general, if the position sparks your interest we encourage you to apply - our team prioritizes talent.

 #LI-CK1