Account Executive

Job description

JOIN US AS WE BUILD THE NEXT CARVANA - POWERED BY DEALERSHIPS ACROSS THE US. Proven scale: Tens of millions in vehicle revenue processed for 20+ leading brands and dealerships. Trusted by all tiers: From publicly traded OEMs with billions in annual GMV to fast-growing newcomers and a broad network of dealers. Backed to win: $17.2M raised from Activant Capital, JP Morgan Payments, Winnebago Industries, Y Combinator, the Tesla alumni fund, and other strategic investors. Be part of the team building the infrastructure powering the next era of vehicle commerce. ACCOUNT EXECUTIVE We're hiring an Account Executive to scale a now-repeatable, high-velocity sales motion selling into dealerships and dealer groups — with the goal of growing into participating meaningfully in selling our full transaction engine platform into enterprise vehicle retailers. There's real volume and real urgency here. Most of our demand is inbound and we're ready to turn it into signed rooftops, fast. We also have a growing outbound motion that is still being built, and this person will be a thought partner in shaping what it becomes rather than inheriting someone else's playbook. We want someone who brings serious sales craft + serious dog: the person who is last out of the office, makes noise when deals close, and lives for chasing down the next roof. POSITION OVERVIEW You'll be one of the first AEs on the dealer side of the business, working closely with our CEO, Head of Finance/Partnerships, and our engineering and product teams. You'll own deals end-to-end — from first touch to signature — and help refine the playbook as we scale. You'll start with our AI Sales Agent: a 24/7 AI-powered BDC that handles inbound leads across website chat and SMS, qualifies buyers, and reengages propects with rich customer context. It installs on a dealer's existing website with no rip-and-replace, which makes for a low-friction, high-velocity motion with a large warm inbound pipeline behind it. From there, you'll sell our transaction engine (financing, F&I, titling/registration, KYC, insurance verification, fraud, signatures, and more) into qualified ICP where the fit is right. Because Ekho makes money when dealers transact, our incentives are aligned with theirs: we win the relationship on a product that pays for itself immediately, then monetize on transactions and expanded platform usage as the account grows. The ceiling isn't the velocity motion. The full transaction engine gets sold into enterprises — large dealer groups running dozens of rooftops, and vehicle manufacturers from publicly traded OEMs to newer entrants building their retail model from scratch. You'll shadow those deals early and take on more of them as you earn it. How fast that happens is up to you and your performance. This role is for someone who can sell to real businesses that don't wake up thinking about software, who can clearly articulate ROI to an owner-operator who thinks in units and gross profit, and who can win by being relentless, creative, and in-market. Location: New York City (in-office). Expect frequent travel to dealer visits and industry events. WHAT YOU'LL DO - Run full-cycle dealer sales: inbound qualification → discovery → demo → proposal → close. - Convert a large, warm inbound pipeline into signed rooftops with tight follow-up, urgency, and a clean process. - Hunt anyway: while inbound is strong, you'll prospect strategically (calls, texts, emails, LinkedIn, events) and help us build the outbound engine instead of waiting for one. - Identify which dealers and groups are qualified for which products, and sell the broader platform where it fits. - Shadow enterprise transaction engine deals from the start — dealer groups and manufacturers — and take on more of that motion as you scale into the role. - Navigate dealer objections around switching costs, contracts, workflow change, and trust — then get deals over the line. - Get in the field: conferences, dealer visits, dinners, happy hours, and relationship-building that creates momentum. If showing up in person closes the deal, book the flight. - Work directly with engineering and product. Grab an engineer for a technical question mid-deal. Bang the table when something is blocking a deal, and make the case for what should be on the roadmap. Partner on the automations and internal tooling that make the motion faster. - Experiment and measure: test copy, sequences, and channels, set up the tracking to know what actually performed, and kill what didn't. - Be creative in structuring wins: discount one part, trade for another, land-and-expand — whatever gets rooftops live while preserving unit economics. - Use and improve our sales materials: work off templates, but be sharp enough to adjust narrative/slides when the deal warrants it. - Keep CRM hygiene strong (HubSpot), forecast accurately, and collaborate tightly with CS/ops so go-lives actually succeed. WHO YOU ARE We're looking for a rare combo: smart enough to sell a complex platform, hungry enough to run through walls, and opinionated enough to say something when the process is wrong. REQUIRED SKILLS & EXPERIENCE - 2–6 years of high-performing quota-carrying software sales experience (SDR → AE, or AE in a high-velocity environment), or someone coming from a product, strategy, or consulting role who genuinely wants to move into sales and can show us why they'll be great at it. - Strong discovery + demo instincts: can translate Ekho into business value without sounding like software theater. - Experience working closely with engineers and product teams: bringing back structured feedback from the field, participating in roadmap discussions, and getting your customers' problems built. - Willingness to experiment with how you sell. Different methods, different channels, different narratives — and the discipline to measure which one won. - Comfort with ambiguity and iteration: you'll help shape messaging, pricing posture, and the playbook while carrying a number. - Operational discipline: HubSpot fluency, pipeline management, and consistent follow-through. - You're truly AI-pilled. You use AI tools like Claude, Clay, Granola, Gong, Instantly.ai http://Instantly.ai, and other sales enablement tools to give you extreme leverage and move fast. STRONG PLUSES (NOT REQUIREMENTS) - Experience at companies like Toast, Square, Stripe, Shopify, ServiceTitan, commerce enablement companies, or similar "software sold to operators" motions. - Exposure to enterprise or platform sales cycles — multiple stakeholders, longer timelines, procurement — even if your day-to-day has been velocity. - Comfort creating or adapting simple deal materials (slides/proposals) when needed — without needing a fully staffed sales ops team. - Ability to quickly craft compelling, well-formatted, and aesthetically pleasing decks in the form of prospect proposals and ROI calculators. - Familiarity with automotive/powersports/marine dealer dynamics (helpful, but not required if you can learn fast). - Previous experience in investment banking and/or consulting where you grinded like a dog and have a relentless work ethic as a result. COMPENSATION & BENEFITS - Competitive compensation + equity (early-stage upside) - Health, dental, and vision insurance - 401(k) - Free lunch and dinners - Annual team offsite