The RoleKodex is scaling from $10M to $50M ARR and expanding our strategic-account motion - embedding deeper across our biggest logos (AT&T, Coinbase, Stripe, OpenAI, Roblox, Discord). This role is for a strategic seller who can own a small book of high-priority enterprise accounts, work directly with the CEO on account strategy, and grow into leadership as Sales scales.
You'll be a peer to our current Enterprise AEs, but with the mandate to go deeper on the accounts that matter most. You'll evangelize a new category (there are no direct competitors in what Kodex does), navigate 3-4 month sales cycles with C-suite buyers - Chief Legal Officers, General Counsel, VPs of Legal, Chief Compliance Officers - and educate sophisticated buying committees on a category they didn't know they needed.
You're ideal if you've built and embedded into strategic accounts at scale, have real executive presence in front of legal and compliance executives, and are the kind of seller who solves problems on their feet rather than reading from a playbook.
Responsibilities- Own strategic accounts end-to-end - Prospect, embed, expand, and close Kodex's largest enterprise deals ($250K+ ACV) across Trust & Safety, FinCrime, Legal Ops, and Compliance.
- Strategic account embedding - Go deeper than a one-time sale. Build multi-threaded relationships across the buying committee, expand our footprint over time, and become a trusted advisor to CLO / GC / VP Legal / Chief Compliance Officer buyers.
- Category evangelism - Kodex operates in a new category. Educate buyers, differentiate against the manual/legacy status quo, and position Kodex as the modern standard.
- Deal strategy with the CEO - Work directly with leadership on the biggest deals. Bring account plans that leverage founder-level relationships when it moves the needle.
- Cross-functional coordination - Partner with Marketing, Product, and Customer Success on account plays, expansion signals, and market feedback.
- Pipeline management - Maintain an accurate and healthy strategic pipeline in HubSpot. Report forecasts and deal stages with rigor and transparency.
What You Bring- 5+ years enterprise SaaS AE experience at $100K+ ACV, with proven Named Accounts or Strategic tier work.
- Executive presence with legal buyers - instant credibility with CLO, GC, VP Legal, Chief Compliance Officer. You can walk into a room of lawyers and command it.
- Category-creation chops - you've sold digital transformation, AI-native infrastructure, compliance tech, or another new category to F500 buyers. Comfortable educating an org, not selling into an RFP bake-off.
- Consultative selling - problem-solving mindset, long-term value creation, and comfort running 3-4 month sales cycles with multiple stakeholders.
- Thinks on their feet - solves problems in real time; not a candidate who relies on pre-scripted answers.
- Startup fit - comfortable with ambiguity, iteration, and being scrappy. "CEO of your own accounts."
- Location - Boston or greater New England metro preferred (in-person client meetings, East Coast relationships). Other East Coast US considered for exceptional profiles.
- Tech-Savvy - Salesforce, HubSpot, and modern sales tooling (Clay, LI Sales Nav, Outreach, etc.).
Big Pluses- BCG-style management consulting or founder background - brings strategic thinking and executive comfort without a big-co sales playbook.
- Sales Engineer background with proven ability to sell non-robotically - technical depth without the script.
- Prior time at Plaid, Stripe, Merge, AlphaSense, Snowflake, Confluent, Datadog, LaunchDarkly, Retool, or similar vertical SaaS / API-first / platform companies.
- Deep relationships in Trust & Safety, FinCrime, Legal Ops, or Compliance at enterprise scale.
- MCP / managed services domain knowledge.
- Team-lead or player-coach experience - this role has a clear path to leadership as Sales scales.
Benefits- Remote-first within the U.S.
- Offsites in exciting locations. Past trips include Seattle, Miami, Nashville, and San Francisco.
- Competitive salary and meaningful equity
- Unlimited PTO plus 14 company holidays
- Comprehensive medical, dental, and vision plans
- 401(k) retirement plan
- Dynamic Environment - Work on impactful, high-priority matters with opportunities for professional growth.
If you're ready to own strategic accounts at a rapidly scaling Series A company shaping a brand-new category, we'd love to talk.
