Own a territory or named-account list and deliver new ARR against quarterly targets.
Run full-cycle sales: pipeline creation (with SDR support), discovery, demos, technical validation, pricing, negotiation, close, and expansion.
Lead multi-threaded sales cycles across engineering, product, AI/ML, contact center ops, and security/compliance.
Translate technical product value into quantified business outcomes (lower defect rates, fewer escalations, reduced incident frequency, faster release velocity, and higher task success rate).
Drive structured evaluations and pilots: define success criteria, timeline, stakeholders, and decision process; ensure crisp next steps.
Navigate security, privacy, and procurement requirements (SOC 2, DPAs, BAAs where relevant, data retention, region pinning, and access controls) in partnership with internal teams.
Maintain excellent CRM hygiene: pipeline accuracy, forecasting, deal notes, mutual action plans, and next-step discipline.
Provide tight feedback loops to product and engineering based on prospect objections, competitive context, and pilot learnings.
Partner with customer success post-close to ensure a clean handoff and identify expansion opportunities.

3+ years of quota-carrying closing experience in B2B SaaS (mid-market and/or enterprise).
Demonstrated ability to run complex sales cycles with technical stakeholders (engineering/product/AI teams).
Strong discovery and qualification: you can isolate the real pain, quantify the impact, and map the buying process.
High operational rigor: forecasting accuracy, crisp next steps, and disciplined pipeline management.
Strong executive communication: concise writing, clear meeting control, and high-trust stakeholder management.
High agency and grit: you proactively create opportunities and push deals forward without chaos.
Bonus points:
Experience selling developer tools, infra, observability, testing, security/compliance, or AI platforms.
Familiarity with voice AI stacks (telephony/WebRTC, STT/TTS, LLM tool calling, orchestration frameworks) and how they fail in production.
Experience selling into regulated industries (BFSI, healthcare) or supporting security/procurement-heavy workflows.
Startup experience (Seed–Series B) with ambiguity and fast iteration.

Outcomes over output: we adjust roadmaps when new data lands.
Demo early and document decisions so context moves fast.
Own incidents: lead the investigation, write crisp notes, land durable fixes.
Direct, candid, respectful communication keeps remote teammates in lockstep with Austin HQ.

Account Executive

Key skills