Senior Account Executive

We're looking for a Senior Account Executive in San Francisco, California - a proven sales leader and closer at Bureau, responsible for owning SMB and Mid-Market opportunities from first conversation through close. The reduced outbound burden frees up time to convert qualified pipeline with speed and precision - and to act as a bridge into the Strategic Account Executive role. High inbound, mid outbound, mid expansion, giving you more time to focus on what you do best: running great discovery, building relationships with multiple stakeholders, developing compelling solutions, navigating complex deals, and closing business. This is a high-ownership role for someone who has demonstrated the ability to consistently deliver against a sales target and can operate with speed, precision, and strong commercial judgment. You'll be trusted with larger and more complex opportunities, including multi-unit and expansion opportunities, while continuing to maintain a strong outbound muscle. As a senior member of the sales team, you'll also act as a player-coach to Account Executives, sharing best practices, providing informal coaching, and helping raise the standard across the team. You'll work closely with sales leadership, marketing, SDR/BDR, product, and operations to improve how we win and retain customers. Responsibilities: 1. Sales and Revenue Generation: - Develop and execute outbound prospecting strategies to create new opportunities. - Manage and covert inbound leads generated through Marketing and SDR/BDR channels. - Present Bureau's products and solutions in a compelling, customer-focused way. - Build tailored proposals and solutions based on customer requirements. - Identify new business opportunities and market trends. - Maintain a healthy pipeline and proactively identify gaps in pipeline coverage. 2. Pipeline & CRM Management: - Own accurate and up-to-date opportunity management within Hubspot. - Maintain strong CRM hygiene, including contacts, activities, deal stages, next steps, close dates, and forcasting. - Use data and sales activity metrics to understand what is working and where to improve. - Develop repeatable prospecting and pipeline-generation habits. 3. Customer and Partner Relationship Management: - Build and maintain strong, long-lasting relationships with customers. - Understand clients' business needs and objectives and translate them into relevant Bureau solutions to provide tailored solutions. - Follow through on commitments and ensure a strong handoff to internal teams after the sale. 4. Collaboration: - Work closely with cross-functional teams, including marketing and product development, to ensure a unified approach to creating customer value and success. - Collaborate with internal stakeholders to develop customized solutions for clients. - Share market feedback, customer insights, competitive intelligence, and common objections with the wider team. 5. Player-Coach Leadership: - Share effective prospecting, discovery, qualification, negotiation, and closing techniques. - Support AEs in thinking through challenging deals, objections, and deal strategy. - Lead by example through strong execution, accountability, and sales discipline. - Share patterns, insights, and best practices that can improve team performance. - Partner with sales leadership to identify opportunities to improve sales processes and enablement. 6. Market Intelligence: - Stay up to date on industry trends, competitive landscape, and market changes. - Understand Bureau's value proposition and competitive differentiation. - Provide feedback to the team regarding product and service improvements. 7. Technology, AI & Sales Enablement: - Proficient in the tools and technology used across the Bureau sales organization such as Hubspot and Notion. - Leverage AI tools such as Claude to improve prospect research, account planning, sales messaging, meeting preparation and productivity. - Demonstrate a high aptitude for learning new technology and adapting as tools and systems evolve. - Look for opportunities to automate repetitive sales tasks and improve the overall sales process. 8. Reporting and Analysis: - Prepare regular and accurate sales reports for management. - Analyze data and metrics to identify areas for improvement and optimize sales strategies. - Track key sales metrics including pipeline generation, conversion, activity, win rate, sales cycle, and revenue performance. Qualifications: - Minimum 4-7 years of experience in sales, business development, account management, or a similar client-facing role. Bonus points for manufacturing and/or office furniture related industries. - A natural relationship builder with strong communication and interpersonal skills. - Commercially minded, proactive, and always looking for new opportunities to grow the business. - Results-driven with strong negotiation and closing skills. - Comfortable taking ownership, moving fast, and figuring things out without a step-by-step playbook. - Strong organizational skills with the ability to manage multiple opportunities, priorities, and stakeholders simultaneously. - Strong CRM discipline, with experience using Hubspot or a similar CRM platform. - Strong working knowledge of Notion, Google Workspace, Slack, and other modern collaboration tools. - High aptitude for AI and emerging technology, with a strong ability to quickly adapt to and leverage new tools. - A problem solver who can figure things out, find answers, and move work forward without needing constant direction. - Curious, accountable, competitive, and motivated to continuously improve. Compensation: The expected compensation range for this role includes $100-120K (Base Salary), plus OTE (On-Target-Earnings) of 142-171K. Final compensation, including the overall compensation package, will be determined based on the successful candidate's experience, skills, and overall fit for the role. Plus a comprehensive benefits package, including: - 15 days of paid vacation to recharge and explore - 10 paid sick/personal days to rest when you need it - The ability to work remotely for 4 weeks per year, for greater work-life balance - Your birthday off - because you deserve to celebrate - Up to 5 additional unpaid PTO days per year for extra flexibility - Access to the TELUS Employee Assistance Program - A comprehensive extended health benefits program through Equitable Life - A health and wellness spending account - An amazing corporate culture in a fast-growing company that's disrupting the industry - Career Development Program - $1000 per year to encourage continuous education - Bureau Master Class Series - a learning experience to help team grow and learn from experts both inside and outside the business - Reward and Recognition Program