Account Executive

Job description

Position: Account Executive Location: San Francisco, CA / Atlanta, GA (Hybrid/Remote Flexibility) Type: Full-Time Experience: 2–4 Years in SaaS/AI Sales WHY COWORKER? Coworker is redefining how organizations work with AI. Our platform delivers the same chat, cowork, and code capabilities that enterprises need — at 80% lower cost with identical output quality. We do this by ensuring through our technology that every task has the right context and model to be completed most effectively. We're a fast-scaling startup with a powerful PLG engine and rapidly growing enterprise pipeline. THE ROLE Drive AI adoption for organizations under 1,000 employees — from PLG conversion to strategic expansion. We're seeking a high-performing Account Executive to own the full sales cycle for SMB and Mid-Market accounts (under 1,000 employees). You'll convert PLG-driven leads into paying customers, identify expansion opportunities, and build a predictable revenue engine. Ideal for an ambitious AE with 2–4 years of SaaS sales experience. WHAT YOU'LL DO - Own the Full Cycle: Manage 30–40 opportunities monthly, from qualification through close (1–2 month cycles). - PLG Conversion: Convert self-serve signups into strategic, multi-seat contracts. - Hunt & Generate Pipeline: Proactively identify and engage target accounts; generate 50%+ of your own pipeline through strategic outbound hunting. - Prospect & Qualify: Partner with the Growth team; supplement inbound with daily outbound activities. - Discovery & Demo: Map pain points to platform capabilities; deliver tailored ROI-focused demos. - Deal Strategy: Navigate multi-stakeholder deals using MEDDIC/BANT; overcome objections on budget, security, integration. - AI Advisory: Advise organizations implementing AI across teams using tools like Claude, ChatGPT, and other platforms — optimizing existing AI investments alongside Coworker. REQUIREMENTS - Experience: 2–4 years in SaaS closing roles (SDR/BDR promotion preferred); consistent 75%+ quota attainment; familiarity with mid-market sales cycles (30–60 days). - Sales Skills: Strong prospecting instincts, negotiation skills, and ability to articulate technical value propositions clearly to both technical and non-technical buyers. - AI Fluency: Hands-on experience with AI tools beyond basic chat (Claude, ChatGPT, Cursor, etc.) — ability to advise customers on implementing AI efficiently across their organization alongside other tools. - Mindset: Hustle, ownership, hunger to learn, coachable attitude, and resilience in ambiguous, fast-changing environments. - Competitive Drive: Extremely competitive and self-motivated with a track record of overachievement. PREFERRED QUALIFICATIONS - 1+ years selling to mid-market or enterprise SaaS - Familiarity with AI and Enterprise AI landscape - Experience with PLG motion or product-led sales - Existing relationships in the SMB/Mid-Market B2B SaaS ecosystem COMPENSATION & BENEFITS OTE: $210,000–$240,000 (50/50 base/variable split) - Base Salary: $105,000–$120,000 - Variable Commission: $105,000–$120,000+ (uncapped accelerators for overperformance) - Equity: Extremely generous equity in early-stage company - Ramp: Structured ramp program with guaranteed draw - Benefits: Health/dental/vision insurance, 401(k), unlimited PTO CAREER DEVELOPMENT - Mentorship: Paired with senior AEs for deal reviews and skill-building - Promotion Path: Clear trajectory to Enterprise AE or Team Lead within 18–24 months - Training: Workshops on MEDDIC, AI tooling and analysis, and startup autonomy About Coworker Coworker.ai http://Coworker.ai is an equal opportunity employer. We believe everyone should feel great about being their authentic selves at Coworker — this is the only way to do our best work. We encourage you to apply even if you feel over- or under-qualified. We want to find the best people to help us build the future of work, no matter who they are. DROP US A LINE! We encourage you to drop us a line even if you feel over- or under-qualified. We want to find the best people to help us build Coworker no matter who they are. We have a lot of different areas of responsibility and we are always happy to brainstorm with you about what would be the best fit. Coworker.ai is an equal opportunity employer. We believe everyone should feel great about being their authentic selves at Coworker–this is the only way to do our best work! We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. We believe that great employees come from diverse backgrounds.