About the RoleThe Account Executive is the person a family talks to when they're deciding whether Athlete to Athlete is the right investment for their athlete. You'll own the bottom of the funnel: taking Program Planning Calls booked by our SDR team, working our highest-intent inbound leads directly, and guiding parents and athletes to the right mentorship program, ultimately closing deals on the call.
To families, you're a Mentorship Specialist. That's the job: understand the athlete, understand the goal, and help the family act on it with confidence. You're not selling hype. You're the seasoned teammate who knows what the next step looks like and helps them take it.
This is an on-site position based in Santa Monica, CA.
Key Responsibilities- Run Program Planning Calls with parents and athletes, from SDR-booked consultations to inbound leads you work and close yourself.
- Uncover the athlete's profile, goals, timeline, and budget, and recommend the program that fits.
- Close new families on the call. Handle objections with empathy and clarity, and secure payment to enroll the athlete.
- Work your own pipeline of high-priority inbound leads via calls, texts, and email with fast, consistent follow-up.
- Hand off every new family to an Athlete Success Manager with complete notes, so the athlete's Kick Off Call starts with full context.
- Keep the CRM accurate: every lead has a disposition, every deal has a next step, every note is one your teammates could act on.
- Partner with SDRs on lead quality and feedback loops. When they book you a great call, tell them. When something's off, help them fix it.
- Hit your monthly sales targets and own your numbers - pipeline, conversion, and revenue.
QualificationsWe care far more about attitude, work ethic, and coachability than years of experience. The ideal candidate wants to build a long-term career in sales and is ready to be the one who closes.
Required- 2+ years in a quota-carrying sales role (SDR, BDR, inside sales, or closing role), or a demonstrated track record of competing and winning.
- Excellent written and verbal communication - you can explain something complex to a busy parent in two minutes.
- Comfortable running a high volume of consultative phone conversations every day and asking for the sale.
- Strong organization, attention to detail, and follow-through.
- Comfortable with CRM systems and sales technology.
- Bachelor's degree or equivalent experience.
What Will Make You Successful- You guide, you don't push. You ask great questions, listen for the real goal, and help families make a decision they feel good about a month later.
- You close. You're comfortable asking for the commitment and confident handling "let me think about it."
- You're coachable. You want your calls reviewed, you seek feedback, and you get better every week.
- You're competitive. Through sports, academics, or work, you're driven by measurable results and you keep score.
- You're resilient. A "no" is information, not a verdict. You reset and take the next call.
- You're a teammate. You make the SDRs and Athlete Success Managers around you better, and you celebrate their wins like your own.
- You take ownership. You treat your pipeline like your own business and every family like it's the only one.
Nice to Have- Competitive athletic background - you've been the athlete, or coached one.
- Experience selling to consumers or families (education, youth programs, fitness, coaching, or similar).
- Experience with HubSpot, Salesforce, or another CRM.
- Passion for youth and college sports.
$75,000 - $100,000 a year
- $75,000 base salary plus uncapped, sales based commission.
- Target OTE: $89,400 in Year 1. Top performers earn well beyond
- Equity grant.
- Clear promotion path to Senior Account Executive and Team Lead.
