Account Executive

We are looking for a self-starting, technically fluent seller who can hunt, build, and close. This person thrives in ambiguity, loves figuring out complex products, and treats their territory like a startup inside the company. They don't wait for leads; they create them. They can talk code one minute and value the next. Role Responsibilities Full-Cycle Ownership • Own the full sales cycle from outbound through close, including qualification, discovery, technical validation, business case creation, negotiation, and forecasting • Drive access to Economic Buyers and mobilize Champions inside accounts • Rigorously apply a qualification methodology (e.g., MEDDPICC) to maintain a high-quality, high-predictability pipeline Operational Excellence • Maintain forecast accuracy and pipeline hygiene with disciplined weekly cadences • Build and execute territory and account plans aligned to ICP, TAM, and priority use cases • Partner cross-functionally with Product and Engineering to influence the roadmap based on customer insights Customer Value and Executive Alignment • Lead high-quality discovery that surfaces business pain, root causes, and the cost of inaction • Build compelling business cases and quantify the ROI required for enterprise decision-making • Multi-thread and engage executives early to drive alignment and urgency Prospecting and Pipeline Generation • Create a pipeline through creative outbound: multi-channel, AI-powered, social, communities, and direct outreach • Test and iterate messaging to identify repeatable patterns • Collaborate with GTM leadership to refine ICP and ideal use cases Scaling the Sales Motion • Develop repeatable outbound and discovery frameworks for future hires • Document learning loops from wins, losses, and qualification patterns Qualifications Core Competencies • Curiosity: deep desire to understand customer problems at both technical and business levels • Critical Thinking: ability to diagnose root causes and develop compelling problem narratives • Coachability: demonstrated history of absorbing feedback and improving quickly • Work Ethic: consistent track record of high activity, high accountability, and execution • Prior Success: evidence of overperformance in quota-bearing roles Experience Requirements • 5-7+ years of full-cycle experience selling technical SaaS, AI, API, or developer-focused platforms • Proven track record of self-sourcing pipeline and closing multi-stakeholder deals • Technical fluency and ability to demo without Sales Engineering support • Experience in founder-led, pre-Series B, high-growth environments • Demonstrated proficiency with structured qualification frameworks (e.g., MEDDIC/MEDDPICC) • Excellent communication skills with the ability to articulate value to both technical and executive audiences