Account Executive - Enterprise

Job description

ABOUT PANGRAM LABS Pangram Labs' mission is to protect authenticity by building the world's best AI detection systems. We publish research on state-of-the-art AI detection techniques and algorithms, and build products to bring our technology into people's daily lives. We are looking for high agency, mission-driven, and passionate builders to join our team. All roles are in person in Brooklyn, New York. POSITION SUMMARY The Account Executive will manage inbound opportunities and own the sales process from qualification through close. The ideal candidate may already have Account Executive experience or may be a high-performing SDR or BDR who is ready to take ownership of a full sales cycle. This person should be commercially sharp, comfortable learning a technical product, and able to operate independently within an early-stage company. PRIMARY RESPONSIBILITIES - Qualify inbound opportunities - Conduct discovery calls and product demonstrations - Understand each prospect’s needs, buying process, and decision criteria - Coordinate free and paid pilots - Establish pilot goals and success criteria - Maintain momentum throughout the evaluation process - Develop proposals and manage commercial negotiations - Close new business - Maintain accurate pipeline and forecast information - Partner with Customer Success during account transitions - Help improve Pangram’s sales messaging and processes - Share customer and market feedback with company leadership IDEAL CANDIDATE PROFILE - Experience in software sales, business development, account management, or another customer-facing position - Strong performance against goals or quota - Ability to manage, or quickly grow into managing, a full sales cycle - Strong discovery and relationship-building skills - Clear and confident written and verbal communication - High level of organization and follow-through - Ability to learn a technical and data-oriented product - Comfort communicating with a range of customer stakeholders - Ability to work with urgency without sacrificing quality - Interest in working within an early-stage company - Willingness to work onsite in Brooklyn PREFERRED BACKGROUND - Experience as an Account Executive, SDR, or BDR - Experience conducting discovery calls or product demonstrations - Experience supporting pilots, trials, or proofs of concept - Exposure to AI, SaaS, publishing, media, APIs, or enterprise software - History of earning additional responsibility quickly COMPENSATION - $160,000 - $240,000 OTE - Uncapped commissions - Equity - Comprehensive health, dental, and vision benefits