Enterprise Account Executive

Job description

About us: Parabola is a workflow builder that makes it easy to organize and transform messy data from anywhere—even PDFs, emails, and spreadsheets—so that forward-thinking teams can automate the work they thought would always be manual. Teams at fast-moving companies like Brooklinen, On Running, and Flexport use Parabola to save hundreds of hours and finally take on the projects that used to feel out of reach. Whether it’s reconciling inventory across multiple 3PLs, auditing invoices, or manually exporting the same report every Monday, Parabola gives teams the power to automate it—all without needing engineering support. Parabola is backed by OpenView Partners, Matrix Partners, Thrive Capital and more. About the role: Our customers describe Parabola as giving them dignity, making them feel powerful, their work more fulfilling and the tool that increases their capacity and force multiplies their impact . To help us bring Parabola to as many brands as possible, we're looking to grow our sales team. The right person for this role wants to help us build a market defining company that supports finance and operations teams at the most innovating, fast growing brands in the world. You feel connected to our mission to empower operators closest to the problems and with the most relevant knowledge and want to be a part of changing the way people work in the world of automation and AI. You'll be working closely with our CRO and the rest of our GTM org in building the foundation of our sales organization. You will be a significant driver of revenue growth, evangelizing Parabola to businesses who can benefit immensely from adopting our platform. The ideal candidate is curious, loves going deep on product, and wants to be in a position to actually solve customer problems with AI that works today. They are thoughtful, organized, gritty, have had to navigate hard things and are comfortable engaging both technical and non-technical stakeholders in growing Enterprise organizations. You know your stuff when it comes to sales but are never let ego get in the way of growth or what is best for the customer. You are a self starter and can tell story after story of when you focused on what you could control and the tools at your disposal to figure out how to get to your number. You take great care of customers. When working with customers you can help craft the fastest way to create value (velocity to land the first deal) but you do not lose sight of how to help them maximize the value they get from Parabola (expansion). You love being a part of a team and supporting the people around you. You always find a way to win, hit your number and grow. If this sounds like you? Keep reading then reach out. We’d love to explore what we could build together. What you'll be doing: - Evangelize Parabola. You get to open peoples eyes to the fact that they can automate and improve processes that they had counted out, especially without an IT team or engineering skillset. The processes that require a ton of different data sources - many unstructured (think email & PDF) - that change often, happen with a high level of frequency, and require human logic. - PS…It’s pretty awesome to experience someone’s AH-HA moment on that first call. You see eyes light up and the wheels spin with all of the possibilities. From there we get to work identifying use cases that are hair on fire problems that impact the most important metrics in the business - things like revenue, cost, growth and risk. - You’ll source and close new business to consistently meet or exceed quarterly sales quotas. - Lead discovery calls with prospective customers, helping them identify meaningful initial use cases for Parabola. - Lead demos and manage risk free 30-day proof of concepts for leading retail, freight and other operationally complex businesses looking to deploy Parabola across their company. - Share learnings from customer conversations with product, engineering, and design teams. - This is not a typical enterprise sale. Our customers typically have 2-5 calls with us a week and engage in a 1 year contract with a 30 day opt out that we call a proof of concept. They are seeing real, unique use cases within their company LIVE in Parabola and adding value to their business within that 30 day period with our Automation Engineering Team. It’s wild and awesome! - Because our product is insanely horizontal, the first team we work with is just the tip of the iceberg. You’ll understand what is upstream and downstream of the team you are already working with, help them collaborate better with their teammates and identify processes that would give them massive leverage as well! - You’ll partner with team members at varying levels in a customer organization and adapt your approach accordingly - from individual operators to CTO, CFO and COO. - You build unparalleled champions within the organizations you work with - people that do not just support the initial land but are an evangelist within their organization and the market. - You’re a magnet for positive cross-functional feedback. Your Automation Engineers, Product and exec sponsors are here to support you in your pursuit of growing the ENT market and in return feel informed and effectively prepared going into any customer engagement. - You are a positive example for your peers and are looking for a role where you can crush it as an individual and be a part of building a team that values pouring into each others success as well. - Be a key contributor to continuing to build out an ENT playbook that supports the current team and is the foundation for GTM team growth. What we think you'll need to do it: - 6-10 years of experience working as an Account Executive, ideally in a fast-growing startup or larger tech company with a track record of hitting and exceeding your goals. More important than years of experience, you are a fast learner and excel in environments with ambiguous, challenging problems. We're happy to tailor scope, compensation, and title on experience! - Sales excellence is in your blood. You can demonstrate that you have an operating rhythm that puts your customers at the center, delivers consistent results and keeps your teammates informed. - Experience running the full sales cycle, from prospecting, through POCs, commercials and initial expansion. - You have sold to companies around 500-8,000 full time employees and can demonstrate a track record of velocity in initial landing deals and strategically expanding into other areas of the business. - Horizontal product experience is a plus and demonstrating the ability to tailor a value proposition to different personas is critical. - Strong data literacy and comfort engaging with technical concepts would be strongly beneficial - Strong written and verbal communication skills and can build trust and rapport with others quickly. - Experience learning new tools, processes, industries/verticals and building things from scratch. - Prior experience in finance, ops or consulting could be a huge superpower, but is not required! - You're based in New York or San Francisco and comfortable commuting to the office 3-4x a week. - A growth mindset. You are constantly looking for ways to grow and learn and you'll bring that excitement about growth to the company. - Product pro. You strive to be an expert in your product and pride yourself in going deeper than most to understand customer pain points and use cases. - Pride in your craft. You are organized and thoughtful and have a strong work ethic. You care about your work. - You are you. You are unique. You bring something great and uniquely awesome to the team. You are proud of who you are and you care about fostering an environment that is inclusive, caring, fulfilling and fun. OTE Range: $260,000 - $300,000 This OTE range represents the minimum and maximum for this role based in San Francisco or New York City. The OTE given for this position is dependent on multiple factors, including years of experience, interview performance and anticipated responsibilities of the role. Our OTE is one component of Parabola’s competitive total package, which also includes equity and premium health and wellness benefits.