2-4 years in SaaS sales with a proven track record of 75%+ quota attainment
Strong prospecting and negotiation skills
Hands-on experience with AI tools like Claude and ChatGPT
Resilient and adaptable in fast-paced environments
Highly competitive and self-motivated
Responsibilities
Manage 30-40 sales opportunities monthly from qualification to close
Convert self-serve signups into multi-seat contracts
Proactively identify and engage target accounts to generate pipeline
Supplement inbound leads with daily outbound prospecting
Deliver tailored ROI-focused demos based on customer pain points
Navigate complex deals using MEDDIC/BANT methodologies
Advise organizations on implementing AI tools effectively
Benefits
Generous equity in an early-stage company
Structured ramp program with guaranteed draw
Health, dental, and vision insurance
401(k) plan
Unlimited PTO
Mentorship from senior AEs
Clear promotion path to Enterprise AE or Team Lead within 18-24 months
Workshops on MEDDIC and AI tooling
Full Job Description
Position: Account Executive Location: San Francisco, CA / Atlanta, GA (Hybrid/Remote Flexibility) Type: Full-Time Experience: 2-4 Years in SaaS/AI Sales
The Role
Drive AI adoption for organizations under 1,000 employees - from PLG conversion to strategic expansion. We're seeking a high-performing Account Executive to own the full sales cycle for SMB and Mid-Market accounts (under 1,000 employees). You'll convert PLG-driven leads into paying customers, identify expansion opportunities, and build a predictable revenue engine. Ideal for an ambitious AE with 2-4 years of SaaS sales experience.
What You'll Do
Own the Full Cycle: Manage 30-40 opportunities monthly, from qualification through close (1-2 month cycles).
PLG Conversion: Convert self-serve signups into strategic, multi-seat contracts.
Hunt & Generate Pipeline: Proactively identify and engage target accounts; generate 50%+ of your own pipeline through strategic outbound hunting.
Prospect & Qualify: Partner with the Growth team; supplement inbound with daily outbound activities.
Deal Strategy: Navigate multi-stakeholder deals using MEDDIC/BANT; overcome objections on budget, security, integration.
AI Advisory: Advise organizations implementing AI across teams using tools like Claude, ChatGPT, and other platforms - optimizing existing AI investments alongside Coworker.
Requirements
Experience: 2-4 years in SaaS closing roles (SDR/BDR promotion preferred); consistent 75%+ quota attainment; familiarity with mid-market sales cycles (30-60 days).
Sales Skills: Strong prospecting instincts, negotiation skills, and ability to articulate technical value propositions clearly to both technical and non-technical buyers.
AI Fluency: Hands-on experience with AI tools beyond basic chat (Claude, ChatGPT, Cursor, etc.) - ability to advise customers on implementing AI efficiently across their organization alongside other tools.
Mindset: Hustle, ownership, hunger to learn, coachable attitude, and resilience in ambiguous, fast-changing environments.
Competitive Drive: Extremely competitive and self-motivated with a track record of overachievement.
Preferred Qualifications
1+ years selling to mid-market or enterprise SaaS
Familiarity with AI and Enterprise AI landscape
Experience with PLG motion or product-led sales
Existing relationships in the SMB/Mid-Market B2B SaaS ecosystem
