3+ years as a quota-carrying Account Executive with a proven track record of exceeding sales targets.
Experience in selling complex B2B software, particularly in operational contexts like project management or manufacturing.
Demonstrated ability to self-source leads and build a pipeline without relying on a marketing team.
Familiarity with early-growth environments, showcasing adaptability and process-building skills.
Data-driven mindset with a keen interest in leveraging AI for sales efficiency.
Strong skills in discovery, presentations, and business case development; knowledge of MEDDIC/MEDDPICC methodologies is advantageous.
Proficient in Salesforce or similar CRM systems, with a quick learning curve for new tools.
Willingness to travel approximately 40% of the time.
Responsibilities
Own the full sales cycle for major accounts, from prospecting to closing, aiming to exceed a ~$1.2M-$1.5M annual quota.
Self-source leads through various outbound methods, including cold calls and networking, without support from SDRs.
Conduct thorough discovery sessions to build consensus among diverse buying committees, including CFOs and technical leaders.
Translate operational challenges into quantifiable ROI and compelling business cases for large organizations.
Collaborate with Solutions Engineers to deliver tailored demos that resonate with specific trade priorities.
Maintain urgency in the sales process, managing cycles typically under 90 days, while keeping Salesforce updated and accurate.
Develop competitive intelligence to articulate Stratus's advantages over point solutions and legacy systems.
Benefits
Collaborative environment with a team of Solutions Engineers and customer success professionals.
Opportunity to shape and influence sales processes in a growing company.
Access to advanced tools and AI technologies to enhance sales effectiveness.
Dynamic work culture that values adaptability and innovation.
Potential for career growth in a fast-paced, early-stage company.
Full Job Description
The Role This is a full-cycle, quota-carrying closing role for someone who loves to hunt at the top of the market. You'll own your territory end to end - building pipeline, running discovery, making the business case, and closing $100K-$500K+ deals with the largest MEP contractors and industrial fabricators in the country. You won't wait on inbound leads or hand off to a sales team; you are the sales team, backed by a bench of five Solutions Engineers and a customer success org that sells alongside you.
We're still writing a lot of our playbooks. If that excites you, you'll thrive here. If you need a fully built-out process on day one, this probably isn't your seat.
What You'll Do
Own full-cycle sales into our largest accounts - prospecting through close - and consistently exceed a ~$1.2M-$1.5M annual quota
Self-source pipeline through disciplined, multi-channel outbound: cold calls, personalized email, networking, and referrals (no SDRs here - you build it)
Run sharp discovery and build consensus across complex, multi-threaded buying committees - CFOs, COOs, and Presidents as economic buyers, with VDC/BIM leaders and VPs of Operations as technical champions
Translate operational pain into a clear, quantified ROI and business case for organizations running 200+ employees, multiple locations, and serious fabrication volume
Partner with Solutions Engineers to deliver demos and narratives that land with each trade's specific priorities
Move with real urgency - cycles typically run under 90 days - and keep Salesforce clean, current, and forecast-ready
Sharpen competitive intelligence and articulate why Stratus wins where point solutions and legacy processes can't
What You'll Bring
3+ years as a quota-carrying, full-cycle AE with a documented track record of hitting or beating number, ideally with experience managing larger, more complex accounts (this isn't a first-AE-seat role)
Experience selling operational, multi-stakeholder B2B software - think project management, manufacturing, industrial, or similar - where you built ROI cases and ran a real value-selling motion (not high-velocity, single-tool transactional sales)
A genuine hunter's mentality and comfort self-sourcing pipeline, even at the enterprise level - we're looking for people who've proven they can win without relying on a big brand name or an existing marketing engine to open doors
Success in an early-growth environment (think Series B/C) - scrappy, coachable, and comfortable building process rather than inheriting it
A data-driven approach and enthusiasm for using AI to work smarter (it's core to how we operate and what we sell)
Strong discovery, presentation, and business-case skills; familiarity with a methodology like MEDDIC/MEDDPICC is a plus
Proficiency in Salesforce (or similar CRM) and a knack for picking up new tools quickly
Open to ~40% travel
Bonus Points
Experience selling into construction, contractors, or the built environment
Prior quota-carrying success at a Series B/C SaaS company
