2-4 years in SaaS sales, with a strong track record of quota attainment
Proficiency in modern sales tools like HubSpot, Salesforce, and Gong
Experience in mid-market sales cycles, ideally in closing roles
Exceptional negotiation skills and ability to convey technical value propositions
Hustle and competitive mindset, thriving in fast-paced environments
Responsibilities
Manage 30-40 active sales opportunities monthly, focusing on conversion and quick sales cycles
Conduct in-depth discovery calls to align customer needs with product offerings
Collaborate with SDRs for refined targeting and engage in substantial outbound prospecting
Develop strategic deal plans using MEDDIC or BANT methodologies
Facilitate teamwork by refining presentations and transitioning clients to support teams
Benefits
Equity options in a rapidly growing startup
Unlimited paid time off (PTO)
Health, dental, and vision insurance coverage
Structured onboarding and ramp-up program
Robust career development opportunities with mentorship from senior leaders
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
