Account Executive

We’re looking for a high-velocity seller to drive net-new mid-market ARR. You’ll run end-to-end cycles for 25k-80k ACV deals (with the occasional six-figure win): prospecting into named accounts, partnering with BDRs and Marketing, running crisp discovery and tailored demos, and closing with discipline. Your job is to turn qualified interest into closed-won logos and set up land-and-expand momentum.

You’ll work directly with the founding team to sharpen our MM playbook - messaging, demos, proposals, and competitive positioning - while keeping a steady drumbeat of monthly bookings.

Responsibilities

First week

• Ramp on our ICP, platform, pricing/packaging, roadmap, and competitors.
• Learn our sales process and CRM standards; align on qualification and forecast hygiene.
• Shadow discovery, demo, and proposal calls; review recent wins/losses for patterns.
• Draft an initial plan with a named account list and vertical theses

• Execute your plan: open qualified opportunities through a blend of self-sourced outbound and BDR-sourced leads.
• Run rigorous discovery and deliver tailored demos tied to measurable outcomes; document stakeholder maps and buying processes.
• Advance late-stage opportunities with mutual action plans; begin multi-threading beyond the initial champion.
• Provide tight feedback loops to founders/Product on messaging gaps, objections, and competitive intel.

• Maintain healthy 3x+ coverage on near-term goals with qualified pipeline; deliver predictable, accurate forecasts.
• Consistently hit monthly bookings as you ramp; drive strong win rates on well-qualified opportunities.
• Win the majority of head-to-head cycles against named competitors on ICP accounts through sharp positioning and objection handling.
• Negotiate with discipline; balance speed and control to shorten sales cycles without unnecessary discounting.
• Collaborate with AM for airtight handoffs that preserve momentum and accelerate time-to-value.
• Help refine playbooks for MM prospecting, discovery, demos, proposals, and competitive takeout motions.

• Discovery and tailored demoing: you uncover pains quickly and translate them into crisp, value-led demos.
• Competitive execution: you handle objections and position effectively to win head-to-head.
• Qualification rigor: you run a structured process (MEDDICC or similar) and don’t waste cycles on bad fits.
• Negotiation and closing: you manage timelines, stakeholders, and commercial terms with control.
• Product/value fluency: you can explain the “why,” not just the “what,” to technical and business buyers.
• Coachability and continuous improvement: you test, measure, iterate; you keep clean data and strong forecast hygiene.
• Ownership mindset: you self-source pipeline when necessary, partner well with BDRs/Marketing, and run a tight process end to end.

• 2-5+ years of quota-carrying AE experience in B2B SaaS with consistent attainment in mid-market segments.
• Proven success closing 20k-80k ACV deals, with some six-figure wins.
• Bonus: experience selling to compliance, financial services, or regtech; early-stage startup experience.

• 401k (100% match up to 6%)
• Destination Airbnb company work retreats 2-4 times a year
• Healthcare, dental, vision, etc.