Senior Account Executive

AirGap Labs

IT Infrastructure & Security | Fortinet Engage Preferred Partner

WE'RE HIRING

Senior Account Executive

Sells: Fortinet Hardware • Professional Services • Managed Services

Irvine, CA (Hybrid) • Full-Time • Reports to CEO

Location

Irvine, CA — 530 Technology Dr, Suite 100 (Hybrid)

Sells

Fortinet hardware & licensing, professional services, managed services

Comp

Competitive base + uncapped commission

Reports To

VP of Sales

About AirGap Labs

AirGap Labs is a premier engineering firm that designs, deploys, and supports secure, highly available IT infrastructure. For over 13 years we've delivered enterprise networking, cloud infrastructure, cybersecurity, and 24×7 managed services for organizations that cannot afford to get it wrong.

We are a Fortinet Engage Preferred Services Partner (EPSP) — the 3rd such partner in the U.S. and an invitation-only designation that certifies us to operate as an extension of Fortinet's own professional services team. We also hold the Fortinet OT Badge, the only firm west of the Mississippi with that credential.

13+ yrs

Engineering secure infrastructure

3rd

Fortinet EPSP partner in the US

24/7

Monitoring, SOC & response

6

Core service pillars

The Opportunity

AirGap Labs is hiring a Senior Account Executive to drive new business and expand existing accounts across our full Fortinet-centric portfolio: hardware and licensing (FortiGate NGFW, SD-WAN, FortiAP/Wi-Fi, FortiSwitch, and the broader Security Fabric), professional services (network architecture, security deployments, cloud migrations, OT/AI security projects), and managed services (24×7 monitoring, SOC, patch/firmware management, follow-the-sun support).

This is a quota-carrying, revenue-owning role for a hunter who is comfortable selling technical solutions to IT and security decision-makers and who can build a durable, repeatable book of business leveraging our elite Fortinet partner status.

What You'll Do

  1. Own the full sales cycle — prospecting, discovery, solution scoping, proposal, negotiation, and close — for Fortinet hardware, professional services, and managed services engagements
  2. Build and manage a pipeline of net-new mid-market and enterprise accounts, alongside expanding wallet share within AirGap Labs' existing customer base
  3. Partner with pre-sales engineers and solution architects to translate customer requirements (NGFW, SD-WAN, Zero Trust, SOC, cloud, OT/AI security) into right-sized, compelling proposals
  4. Leverage AirGap Labs' Fortinet EPSP status and OT Badge as a differentiator in competitive deals, positioning our team's technical depth versus generalist VARs and resellers
  5. Develop multi-year managed services and support relationships, not just one-time hardware transactions — selling the full annuity value of the AirGap Labs partnership
  6. Work closely with Fortinet's channel and field sales teams to source co-sell opportunities, register deals, and access partner incentives and MDF
  7. Maintain accurate forecasting and pipeline hygiene in the CRM; deliver consistent, predictable quarterly bookings against quota
  8. Represent AirGap Labs at industry events, Fortinet partner functions, and customer briefings; build a personal network of channel and end-user relationships
  9. Stay current on the Fortinet product roadmap and the broader security/networking competitive landscape (Palo Alto, Cisco, Check Point, Juniper, Aruba) to sell with credibility

What You Bring

  1. 5+ years of quota-carrying sales experience selling network security, networking, or infrastructure solutions — VAR, MSP, or vendor-side experience strongly preferred
  2. Proven track record selling Fortinet, or a directly comparable NGFW/SD-WAN/SASE vendor (Palo Alto, Cisco Meraki, Check Point, Juniper, Aruba), including hardware, software licensing, and renewals
  3. Demonstrated success selling professional services and managed/recurring services (MRR/ARR), not just one-time product sales with volumes in the high 7 figures.
  4. Comfort engaging technical buyers (IT Directors, CISOs, Network Engineers) as well as economic buyers (CIOs, VPs, procurement)
  5. Strong consultative and solution-selling skills — able to scope multi-phase deployments spanning security, networking, and cloud
  6. Existing relationships within the Fortinet ecosystem (channel, SE, or field sales) are a significant plus
  7. Experience selling into regulated or high-availability environments (healthcare, finance, public sector, critical infrastructure/OT) is a plus
  8. Excellent written and verbal communication skills; ability to build proposals and present to executive and technical audiences
  9. CRM discipline and forecasting accuracy; self-motivated and comfortable owning a number
  10. Relevant certifications (NSE 1–3, or willingness to obtain) are a plus but not required at hire

Why AirGap Labs

Sell from a position of strength as a Fortinet Engage Preferred Services Partner — an elite, invitation-only designation held by very few firms nationally. Our differentiators are hard to match: the only Fortinet OT Badge holder west of the Mississippi, plus proprietary offerings like the Emergency Connectivity Kit and AI-Sentinel AI security pipeline.

The portfolio is broad and sticky — hardware, professional services, and 24×7 managed services — giving you multiple ways to win and grow every account, backed by direct access to Fortinet's channel team, MDF, and deal registration support, plus a tenured technical team that makes it easy to sell complex, credible solutions.

How to Apply

Send your resume and a short note on your Fortinet or network security sales background to sales@airgaplabs.com.

AirGap Labs is an equal opportunity employer.

AirGap Labs • Irvine, CA • airgaplabs.com

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