5-7 years of full-cycle outbound sales experience as an SDR and/or AE
Experience selling to high-level executives such as founders or CROs
Proven ability to manage short sales cycles, typically 2-4 weeks
Familiarity with competition from major CRM tools (e.g., Salesforce, HubSpot)
Strong objection-handling skills regarding pricing and product features
Responsibilities
Run full-cycle sales from prospecting to contract agreements using Monaco
Conduct discovery and demo calls with key decision-makers in VC-backed B2B companies
Lead customer onboarding and kickoff to establish tailored outbound strategies
Collaborate with the product team to identify and address common deal blockers
Consistently meet and exceed monthly sales quotas in a fast-paced environment
Benefits
Join a growing team in a public beta phase of an innovative AI-native platform
Opportunity to work closely with product development influencing the product roadmap
Engage with high-velocity sales teams that offer hands-on consulting for clients
Be part of a transformative approach to sales technology in startups
Work directly with dynamic, VC-backed clients in the early stages of growth
Full Job Description
About the Role
As a Forward-Deployed Account Executive at Monaco (New Business), you own the full cycle - from first outreach to signed contract and through the onboarding kickoff.
You'll carry your own quota using Monaco, run discovery and demo calls, close deals with founders, and help customers get live in the platform.
We are primarily inbound today, but expert outbound experience is a must. The role will eventually evolve into an outbound role, and outbound experience is necessary to be able to effectively consult with these new clients on how to scale up their own outbound motions.
Our forward-deployed AE model means every rep doesn't just sell Monaco - they also consult with each of these clients to help them establish their GTM outbound engines.
What You'll Do
Run full-cycle sales - prospecting, sequencing, and outreach directly inside Monaco across email and LinkedIn. Contracting.
Conduct discovery and demo calls with founders, CROs, heads of sales, and GTM leaders at VC-backed B2B companies
Be a FDAE: Lead the onboarding and kickoff, align on ICP, buyer titles, AI signals, TAM, and outbound strategy for each new customer. Stand up the outbound strategy and help them generate meetings.
Partner closely with the product team to surface recurring deal blockers - your pipeline data directly shapes the roadmap
Hit and exceed monthly quota in a high-velocity sales environment
Who We're Looking For
Must-Haves
Strong full-cycle outbound sales experience as a SDR and/or full cycle AE (ideally in a variety of industries and buyers)
Experience selling to founders, CROs, or revenue leaders
Proven track record running high-velocity, full-cycle sales with short (2-4 week) sales cycles
Strong objection handling, particularly around pricing, annual commitments, and product gaps
Strong Pluses
Prior experience at a sales-led startup in the CRM, sequencing, or GTM tooling space
Personal experience using tools like HubSpot, Salesforce, Outreach, Apollo, Salesloft, or Gong
Familiarity with the buying dynamics of VC-backed startups
Track record closing $25K-$100K ACV deals
Our ICP (Know This Cold)
You'll spend most of your time selling to companies that fit this profile. Deals outside this ICP rarely close, so qualification discipline is critical.
VC-backed B2B startups (pre-seed through Series B)
Sales-led GTM motion (not PLG-first)
Decision makers are typically Founder/CEO, CRO, VP of Sales, or Head of GTM
Primarily US-based companies
Currently running a fragmented stack (HubSpot or Attio + Apollo or Clay + Outreach or Lemlist)
