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.