Account Executive
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.