Sales
Account Executive (Founding AE)
Why this role exists
We need a revenue owner who can convert Expansion-Ready accounts into $10k+ contracts and build a repeatable close motion. This role exists to turn qualified intent into predictable expansion ARR.
Captain / Co-pilot ownership
- Captain (primary): Expansion In-Progress (Sales owns once discovery / proposal / opportunity exists).
- Co-pilot (supports): Can proactively engage ICP accounts (outbound) and Expansion-Ready accounts per trigger rules, but CS remains captain until Expansion In-Progress.
- Critical handoff rule: When the deal closes (won / lost), CS becomes captain again.
What success looks like
30 days
- Own clean pipeline and weekly forecast.
- Close fast-lane opportunities and document objections / close plans.
90 days
- Consistent monthly closed-won expansion ARR.
- Strong handoff discipline: every closed-won includes promised outcomes, timeline, stakeholder map, and commitments.
6 months
- A scalable expansion playbook: messaging, objections, packaging, competitive positioning.
- Higher win rate and shorter sales cycle time.
Reports to: CEO
Responsibilities
- Own the Expansion Queue once accounts are Expansion In-Progress. - Run full-cycle expansion sales: discovery → proposal → negotiation → close. - Respond to high-intent inbound: demo / pricing requests. - Coordinate with Solutions Engineer for POVs and technical validation. - Maintain pipeline hygiene, forecasting accuracy, and close plans. - Execute disciplined handoffs to CS post-close: promised outcomes + success criteria, timeline + constraints, stakeholder map + champions, deal-specific commitments.
Requirements
- Proven ability to close SaaS expansions ($10k+ ACV or equivalent evidence). - Crisp discovery: can quantify pain and tie to outcomes. - Strong writing and follow-up discipline. - Comfort operating in early-stage ambiguity.
Nice to have
- Experience selling workflow products, CRMs, fintech / capital-adjacent tools. - Experience selling services + software bundles.