Enterprise Account Executive

Job description

## **ABOUT RETELL AI** Retell AI is using first-principles thinking to reimagine the call center with cutting-edge voice AI. Thousands of companies now use Retell's AI voice agents to handle sales, support, and logistics calls that once required large teams of human agents. Backed by Y Combinator, Alt Capital, and other leading investors, we've scaled to $80M in ARR with a team of 50, up from $5M at the start of 2025, and are now valued at over $1.5B. Our vision for 2026 is to build a modern CX platform where entire contact centers are powered by AI. Instead of basic automation that needs constant human tuning, we're creating intelligent AI “workers” that act as frontline agents, QA analysts, and managers, continuously executing, monitoring, and improving every customer interaction. We're growing fast and looking for ambitious builders who want to tackle hard technical problems, move quickly, and have a real impact on one of the fastest-growing voice AI companies in the world. Let's build the future together. **Recent recognition:** - [No. 1 Best Places to Work in the Bay Area, San Francisco Business Times 2026](https://finance.yahoo.com/technology/ai/articles/voice-ai-startup-retell-ai-145200025.html) - [Top 50 AI Apps, a16z (2025)](https://a16z.com/the-ai-application-spending-report-where-startup-dollars-really-go/) - [#3 Fastest-Growing Software Company, G2 Best Software Awards 2026](https://company.g2.com/news/g2s-2026-best-software-awards) - [Best Agentic AI Software, G2 Best Software Awards 2026](https://www.retellai.com/blog/retell-ai-recognized-as-the-best-agentic-ai-software-by-g2) - [#4 Fastest-Growing Software Vendor, Brex Benchmark 2025](https://www.brex.com/journal/brex-benchmark-december-2025) - [Enterprise Tech 30 Class of 2026, Nasdaq & Wing VC](https://www.nasdaq.com/videos/retell-ai) - [Top-Ranked Startup, Lean AI Leaderboard](https://leanaileaderboard.com/) - [Backed by Y Combinator](https://www.ycombinator.com/companies/retell-ai) ## **ABOUT THE ROLE** Retell AI transforms customer experience with voice AI for enterprises, including customers like CVS/Aetna, American Airlines, Lenovo, and Grab. We have more customer stories than we can tell! We are hiring an Enterprise Account Executive to build and grow our new business revenue. This is a high-ownership craft role. You report to the CEO and work closely with the founding team. ## Key Responsibilities - **Own Complex Enterprise Deals:** Own the full sales cycle from first conversation through signed production agreement. Lead discovery, solution positioning, business-case development, technical validation, security and procurement, commercial negotiation, and executive alignment. - **Turn Customer Problems Into Retell Deployments:** Understand the customer’s call center operations, existing technology stack, priority use cases, and success criteria. Translate these into a clear deployment roadmap and compelling vision for how Retell can transform their customer operations. - **Design Pilots That Convert:** Structure tightly scoped pilots with clear stakeholders, timelines, success metrics, production requirements, and commercial next steps. Maintain urgency throughout the pilot and drive a decisive transition into production. - **Run Rigorous Deal Qualification:** Use MEDDPICC to identify the economic buyer, decision process, technical and business criteria, internal champion, competition, procurement path, and quantified customer pain. Maintain accurate forecasts and proactively address deal risk. - **Build and Quantify the Business Case:** Connect Retell’s technical capabilities to measurable business outcomes, including automation rate, resolution rate, cost reduction, customer experience, revenue impact, and speed to deployment. - **Navigate Complex Buying Committees:** Build trusted relationships across executives, contact center leaders, IT, security, procurement, legal, product teams, and technical champions. Multithread every strategic account and create alignment across business and technical stakeholders. - **Lead Technical and Product Collaboration:** Partner closely with solutions engineering, FDE, product, and engineering teams to demonstrate Retell’s platform, validate integrations, resolve technical blockers, and design solutions that can succeed in production at enterprise scale. - **Drive Production and Expansion:** Stay accountable beyond the initial signature. Partner with deployment and customer success teams to ensure successful implementation, demonstrate value, and expand Retell across additional use cases, teams, business units, and geographies. - **Bring the Market Back Into Retell:** Represent the customer internally by clearly communicating objections, competitive intelligence, product gaps, and emerging enterprise requirements to Retell’s product and leadership teams. ## Requirements - 5+ years of enterprise sales experience at a high-growth SaaS or AI company, with a track record of closing **$300k+ ACV** complex enterprise deals. - Experience selling technical products to enterprises, ideally across contact centers, CCaaS, CRM, communications infrastructure, or AI. - Proven ability to **manage long, multi-stakeholder sales cycles** involving business leaders, IT, security, legal, procurement, and executive buyers. - Strong track record of designing successful pilots, building quantified business cases, and converting technical evaluations into large-scale production deployments. - Skilled in MEDDPICC, multithreading, commercial negotiation, pipeline management, and accurate forecasting. - Strong executive presence with the technical fluency to earn credibility with both business and engineering stakeholders. - Highly organized, proactive, and accountable, with the ability to create urgency and drive complex deals forward with limited structure. ## YOU MIGHT THRIVE IF - You have **5–10 years of enterprise SaaS or AI sales experience**, consistently closing complex **six- and seven-figure** enterprise deals. - You have personally **owned the entire enterprise sales cycle** from outbound and discovery through pilots, procurement, negotiation, executive alignment, and signed production agreements. - You can confidently speak with a **CTO about APIs, integrations, security, and AI architecture**, then switch to a VP of Customer Experience or COO to quantify ROI, automation rates, and business impact. - You know **MEDDPICC inside and out** and use it to qualify opportunities, build executive alignment, forecast accurately, and proactively manage deal risk. - You thrive in an early-stage, high-growth environment where **there is no playbook** you create pipeline, build relationships, drive urgency, and consistently move complex enterprise opportunities to production. ## **JOB DETAILS** - **Cash:** 300k - 350k (includes commissions) - **Equity**: Equity Provided - **Location**: Redwood City, CA, US - **US Visas**: Retell AI is open to sponsoring work authorization for qualified candidates, including H1B/H-1B, TN, L-1, E-3, F-1 (OPT/CPT). ## **OTHER BENEFITS** - **100% coverage** for medical, dental, and vision insurance - **$70/day DoorDash credit** for unlimited breakfast, lunch, dinner, and snacks - **$200/month** wellness reimbursement (gym, fitness classes, etc.) - **$300/month** commuter reimbursement (gas, Caltrain, etc.) - **$75/month** phone bill reimbursement - **$50/month** internet reimbursement ## **COMPENSATION PHILOSOPHY** - **Best Offer Upfront:** Choose from three cash-equity balance options; no negotiation needed. - **Top 1% Talent:** Above-market pay (top 5 percentile) to attract exceptional builders. - **High Ownership:** Small teams, >$1M revenue/employee, and significant equity. - **Performance-Based:** Offers tied to interview performance, not experience or past salaries. ## **INTERVIEW PROCESS** - Stage 1: Recruiter intro call (15 min) - Stage 2: Phone round with CEO (30 min) - Stage 3: Phone round with COO (30 min) - Stage 4: Final onsite with the team (3 hours)