Account Executive

• Build your own pipeline. Identify the right accounts, get into them and create opportunities yourself. Most of your pipeline will be self-sourced. You are a natural hunter. Win competitive deals. Sell against established brands and build-it-yourself alternatives by understanding the buyer’s problem better than anyone else in the room
• Sell to business and technical buyers together. Help CROs, RevOps leaders and IT teams see what AI orchestration makes possible, and give architects and security teams the
• Confidence to say yes. You’ll partner closely with our Sales Engineers to do it. Express customer value in ways that inspire action. Turn a customer’s goals into a clear business case they’ll champion internally
• Grow your book of business. Retain and expand the accounts you win, year over year. Help build the playbook. Work with sales leadership to shape and scale our Bay Area go-to market, and try new ways to acquire customers

Benefits

• Cycle to work scheme
• Flexible working hours
• Generous conference and learning budget
• Unlimited paid time off policy
• Work from home opportunities
• Health insurance

• 4–10 years of professional experience, with a strong record of selling and closing — as an Account Executive, or as a founder who personally sold to customers
• Comfortable with technical buyers. You can explain a complex product to line-of-business and technical audiences and instil confidence in both
• Consistently over quota, and near the top of your team
• Based in the Bay Area, within a reasonable commute of our San Francisco office. We currently go into our San Francisco office every Wednesday
• Early-stage experience. You’ve spent 2+ years at a seed or Series A/B company, ideally in a go-to-market role, and built something that didn’t exist before you
• Scrappy and competitive. You enjoy competitive deal cycles and finding creative ways to win, especially when you’re not the biggest name in the room
• A pipeline builder. You’ve worked where reps generate a large share of their own pipeline, and you can walk through exactly how you do it, with numbers
• Fluent in AI. You can explain the AI landscape to a buyer in plain terms, separate real deployment from hype, and you use AI tools in your own work every day
• Have won as the underdog, closing deals at a small company against the biggest brands in its category
• Have founded or co-founded a startup and personally sold and closed its customers — whether or not it worked out
• Understand the revenue tech stack: how CRM, sales engagement, revenue intelligence, forecasting, CPQ, billing and RevOps tools fit together, and what breaks when data moves between them. Experience in RevOps and sales tooling, integration and iPaaS, data pipelines, or BI sold into revenue and ops teams is ideal
• Have sold an AI product, or sold to buyers evaluating AI, and have a point of view on how AI is reshaping go-to-market teams