Account Executive

Job description

## **About CoreStory** CoreStory unlocks the hidden intelligence in your legacy code. By using AI to surface business logic and technical insights, we give enterprises the clarity to modernize faster, maintain apps smarter, and reduce the risk of costly failures. We are looking for a self-starting, technically fluent seller who can hunt, build, and close. This person thrives in ambiguity, loves figuring out complex products, and treats their territory like a startup inside the company. They don't wait for leads; they create them. They can talk code one minute and value the next. # **Role Responsibilities** #### Full-Cycle Ownership - Own the full sales cycle from outbound through close, including qualification, discovery, technical validation, business case creation, negotiation, and forecasting - Drive access to Economic Buyers and mobilize Champions inside accounts - Rigorously apply a qualification methodology (e.g., MEDDPICC) to maintain a high-quality, high-predictability pipeline **Operational Excellence** - Maintain forecast accuracy and pipeline hygiene with disciplined weekly cadences - Build and execute territory and account plans aligned to ICP, TAM, and priority use cases - Partner cross-functionally with Product and Engineering to influence the roadmap based on customer insights **Customer Value and Executive Alignment** - Lead high-quality discovery that surfaces business pain, root causes, and the cost of inaction - Build compelling business cases and quantify the ROI required for enterprise decision-making - Multi-thread and engage executives early to drive alignment and urgency **Prospecting and Pipeline Generation** - Create a pipeline through creative outbound: multi-channel, AI-powered, social, communities, and direct outreach - Test and iterate messaging to identify repeatable patterns - Collaborate with GTM leadership to refine ICP and ideal use cases **Scaling the Sales Motion** - Develop repeatable outbound and discovery frameworks for future hires - Document learning loops from wins, losses, and qualification patterns # **Qualifications** ## **Core Competencies** - **Curiosity:** deep desire to understand customer problems at both technical and business levels - **Critical Thinking:** ability to diagnose root causes and develop compelling problem narratives - **Coachability:** demonstrated history of absorbing feedback and improving quickly - **Work Ethic:** consistent track record of high activity, high accountability, and execution - **Prior Success:** evidence of overperformance in quota-bearing roles **Experience Requirements** - 5–7+ years of full-cycle experience selling technical SaaS, AI, API, or developer-focused platforms - Proven track record of self-sourcing pipeline and closing multi-stakeholder deals - Technical fluency and ability to demo without Sales Engineering support - Experience in founder-led, pre-Series B, high-growth environments - Demonstrated proficiency with structured qualification frameworks (e.g., MEDDIC/MEDDPICC) - Excellent communication skills with the ability to articulate value to both technical and executive audiences