Own the full sales cycle from outbound through close, including qualification, discovery, technical validation, business case creation, negotiation, and forecasting
Drive access to Economic Buyers and mobilize Champions inside accounts
Rigorously apply a qualification methodology (e.g., MEDDPICC) to maintain a high-quality, high-predictability pipeline
Maintain forecast accuracy and pipeline hygiene with disciplined weekly cadences
Build and execute territory and account plans aligned to ICP, TAM, and priority use cases
Partner cross-functionally with Product and Engineering to influence the roadmap based on customer insights
Lead high-quality discovery that surfaces business pain, root causes, and the cost of inaction
Build compelling business cases and quantify the ROI required for enterprise decision-making
Multi-thread and engage executives early to drive alignment and urgency
Create a pipeline through creative outbound: multi-channel, AI-powered, social, communities, and direct outreach
Test and iterate messaging to identify repeatable patterns
Collaborate with GTM leadership to refine ICP and ideal use cases
Develop repeatable outbound and discovery frameworks for future hires
Document learning loops from wins, losses, and qualification patterns

5–7+ years of full-cycle experience selling technical SaaS, AI, API, or developer-focused platforms
Proven track record of self-sourcing pipeline and closing multi-stakeholder deals
Technical fluency and ability to demo without Sales Engineering support
Experience in founder-led, pre-Series B, high-growth environments
Demonstrated proficiency with structured qualification frameworks (e.g., MEDDIC/MEDDPICC)
Excellent communication skills with the ability to articulate value to both technical and executive audiences

Account Executive

Key skills