Account Executive

Job description

**Why this role matters**At our stage, every deal shapes product, messaging, and culture. We’re hiring a creative, entrepreneurial AE who can both **own a number** and **build the motion**—an insight‑led seller who is deeply curious, comfortable with ambiguity, and energized by turning greenfield accounts into reference customers. ### **What you’ll do** - **Own full‑cycle enterprise/MM deals** from targeted outbound to close in partnership with the CEO—multi‑threading complex orgs, navigating procurement, and orchestrating resources to win. - **Run world‑class discovery** and translate business pain into crisp problem/solution narratives, then partner with Product to convert those into requirements and roadmap input. - **Create net‑new pipeline** through thoughtful outbound (email, phone, social) and insight‑driven plays; you won’t wait for leads—you’ll generate them. - **Close large, strategic deals** (6‑figure ACVs; 7‑figure multi‑year opportunities) while building reference‑worthy deployments. - **Leverage AI as a force multiplier** for account research, prospecting, prioritization, call prep, and follow‑through; share what works to uplevel the team. - **Be a cultural carrier**—bring grit, accountability, and creative problem solving to every interaction; help standardize the sales motion as we scale. ### **What you’ll bring** - **8–10 years** of closing experience in B2B SaaS with a **demonstrated track record** of hitting/overachieving quota. - Evidence of **6‑figure deal wins** and participation in/ownership of **strategic 7‑figure deals** (new logo or major expansions). - Experience in **mid‑market or enterprise** segments; has **managed** or had **team‑lead/player‑coach** responsibility (pipeline reviews, coaching, deal strategy). - **Entrepreneurial spirit**—comfortable building from zero, creating structure, and iterating quickly. - **Deep curiosity & product orientation**—loves new tech, gives actionable product feedback, and can demo with credibility. - **Excellent communication**—concise writer, compelling storyteller, strong executive presence; expert at discovery and mapping findings to business cases and product needs. - **AI‑enabled workflow**—hands‑on with modern AI tools for research, sequencing, call prep, and post‑call follow‑ups. - **Bias to outbound**—willing to pick up the phone and prospect daily. ### **How you sell** - **Teach, tailor, take control**: You reframe customer thinking with commercial insights, tailor messages to each stakeholder, and create **constructive tension** that moves deals forward. - **Mobilizer focus (Challenger)**: You identify and equip true mobilizers—not just friendly sponsors—to build consensus. - **Rigorous qualification**: You run **MEDDICC/meddicc‑like** discipline—quantify **Metrics**, access the **Economic Buyer**, confirm **Decision Criteria/Process**, **Identify Pain**, build a **Champion**, and manage **Competition**. - **Business‑first discovery**: You diagnose root causes, quantify impact, and convert discovery into a **mutual success plan** with crisp next steps. - **Sell to power**: You earn and maintain access above the power line and secure clear go/no‑go commitments. ### **What success looks like** - **Ramp quickly**: Master ICP, core use cases, and talk track; run qualified discovery in month 1–2. - **Pipeline‑to‑quota**: Build a healthy self‑sourced + partnered pipeline and consistently hit quarterly targets. - **Flagship wins**: Close multiple **6‑figure new logos** and advance **1–2 seven‑figure** strategic opportunities with mutual action plans. - **Product impact**: Deliver clear, prioritized product feedback that influences roadmap; contribute repeatable discovery templates and AI workflows the team adopts. - **References**: Land 2–3 deployments that become public case studies or references. ### **Signals this might be you** - You’re **comfortable being uncomfortable**—you thrive in ambiguity and create clarity. - You **love the craft** of selling: discovery, storytelling, business cases, and champion building. - You’re a **builder**: playbooks, talk tracks, and AI prompts don’t just get used—you write them. You want to **own a quota now** and **grow into broader leadership** as we scale.