AI & API Security - Sales Lead

Description

Upstream is the agentic intelligence platform for cyber and quality teams. We protect and analyze data from millions of connected assets worldwide, including vehicles, robots, charging stations, fleets, and the broader physical-AI ecosystem - for Fortune 500 companies. Our platform spans AI and API security, cybersecurity XDR, proactive quality detection, and cyber threat intelligence..

Runtime AI & API security is our fastest-moving frontier: securing AI agents, APIs, and MCPs in enterprise environments where autonomous systems now act on real-world infrastructure. Upstream is uniquely positioned to lead the segment, focusing on the intersection of AI agents and physical assets, an angle no other vendor can claim.

We are building this into a fast-growth business line. You will lead Upstream's AI & API Security business globally - the number, the sales strategy, and the execution. This is a builder's role, and you will define and lead the sales motion, work closely with our regional sales leaders, marketing, product, and CSM teams, close the first flagship logos yourself, and then scale it through our global sales organization.

This role is full-time and is based in Herzliya, Israel.

Responsibilities:

- Lead the AI & API Security business - carry a global revenue target, and own pipeline, forecast, and pricing for the line of business.
- Build and lead the AI & API Security sales motion - define ICP, segmentation, packaging, and the sales playbook, in partnership with regional sales leaders, product, marketing, CSM, and cyber services.
- Sell directly - personally lead strategic enterprise outreach end to end, from first meeting through technical validation, solution review, procurement, and close.
- Enable the global sales teams - arm regional sellers in North America, EMEA and APAC with training, playbooks, and deal support so AI & API Security scales beyond your own quota. Support the sellers in every stage of the deal and push for closing the deals.
- Act as the subject matter expert of the offering - run discovery, architecture discussions, demos, and POVs; represent Upstream at customer executive briefings, industry events, and analyst conversations.

REQUIREMENTS

- 10+ years in enterprise cybersecurity sales, with 5+ in a leadership role carrying global/regional numbers.
- Startup experience - including as a first or early sales leader who built a motion from (close to) zero, not only inherited one.
- Demonstrated ownership of a business line, region, or P&L, with a track record of consistently exceeding targets.
- Deep domain knowledge across several of: AI security, API security, AI agent security, Physical AI, XDR, and cloud security.
- Experience selling into large enterprises with long, complex sales cycles across various verticals including financial services, healthcare, telecom, technology, energy, and industrial.
- Proven success selling complex opportunities utilizing MEDDPICC and other sales methodologies, high-ARR solutions to large global enterprises.
- Proven experience in multi-stakeholder deals involving CISOs, security architecture, business owners, procurement, and legal.
- Strong technical depth - able to run pre-sales conversations independently: architecture, integration, POV scoping, and security review.
- Genuinely hands-on - comfortable building the pipeline, the deck, and the business case yourself.
- Advantage: Familiarity with emerging AI security frameworks and standards (OWASP Top 10 for API, MCP, LLM, MITRE, NIST AI RMF, EU AI Act, CRA, and more).
- Experience working with partner and channel motions alongside direct sales.
- Prior experience as a solutions engineer or in a technical role earlier in your career.
- Fluent English; based in Israel, working from our Herzliya HQ.
- Global mindset with willingness to travel extensively (est. 40-50%).

Upstream is an equal opportunity employer. All candidates for employment will be considered without regard to race, color, religion, sex, national origin, physical or mental disability, veteran status, or any other basis protected by applicable federal, state, or local law.