Account Executive

This is a hunter role, but you won’t be starting from a blank page. You’ll work with outbound cadences, sequencing, and messaging playbooks already built by sales leadership, so you can focus on what you do best: prospecting, building pipeline, and closing complex enterprise deals. Your feedback and field experience will directly inform how those playbooks evolve over time.

You’ll join a small team of tenured Account Executives and a Sales Operations Manager and report directly to the Vice President of Sales, with close visibility into company strategy.

Your work has a real, visible impact on revenue predictability and the company’s go-to-market execution. While the primary focus is landing new logos, you’ll also grow the accounts you close through cross-sell, upsell, and renewals, building long-term relationships rather than handing accounts off after the sale.

Key Responsibilities

Revenue Generation

• Generate and close net-new enterprise opportunities

• Achieve or exceed assigned annual ARR quota

• Manage complex enterprise sales cycles from prospecting through close

Pipeline Development

• Execute a self-sourced outbound pipeline using cadences, sequencing, and messaging established by sales leadership

• Generate qualified enterprise meetings through proactive outreach

• Identify and engage key stakeholders across technical and executive buying groups

• Meet monthly self-sourced meeting targets and maintain a defined minimum share of total pipeline generated through outbound activity, as set by sales leadership

• Provide field feedback to help refine outbound cadences, sequencing, and messaging

Operational Discipline

• Maintain accurate pipeline and opportunity tracking in Salesforce

• Provide reliable forecasts and pipeline visibility

• Apply structured deal qualification methodologies

• Respond to formal RFPs/RFIs and coordinate cross-functional teams to meet procurement requirements

Cross-Functional Collaboration

• Partner with product, marketing, and leadership teams to share customer insights and inform positioning and messaging

First 90 Days

• Fully ramped on established outbound cadence, sequencing, and messaging

• Clear command of the target buyer, key stakeholders, and qualification process

Required Qualifications

• Proven ability to execute outbound pipeline generation consistently and independently

• 3–6+ years of B2B SaaS or enterprise technology sales experience

• Demonstrated experience closing complex enterprise deals

• Track record of top-quartile quota attainment

• Experience selling to both technical and executive buyers

• Hands-on experience using AI tools for sales tasks such as prospecting, messaging, or call analysis, and can point to how it improved their pipeline or deal outcomes

• Experience managing enterprise sales cycles and procurement processes

• Comfortable acting as a subject-matter expert to inform outbound content, messaging, and team enablement, while operating within a leadership-defined process

• Ability to operate independently within a defined process while maintaining high accountability for results, in a fast-moving, early-stage environment with evolving processes

Preferred Qualifications

• Direct experience selling CPaaS, UCaaS, or CCaaS platforms strongly preferred

• Experience selling developer tools, API-based platforms, or other infrastructure/developer-adjacent technologies

• Experience working in early-stage or high-growth companies

• Experience following structured outbound sales playbooks

• Experience selling into developer-led organizations