Account Executive
Job description
About the role
The bio owns the end-to-end lifecycle of complex, multi-month sales engagements spanning six to seven figures. You will act as the primary champion for the product within target wholesale distribution companies, establishing credibility and trust with executive leadership and operational stakeholders. A core part of this role involves articulating the value of automation and AI to prospects who may initially perceive the offering as unrealistic or overly ambitious. You will drive deals from initial discovery through negotiation, ensuring alignment between customer needs and our platform capabilities. This position requires a consultative mindset, where you diagnose challenges and architect solutions rather than simply presenting features. You will be responsible for creating and adapting sales materials to address specific objections and highlight competitive differentiation. Ultimately, you will close business, expand within existing accounts, and establish the foundation for long-term partnerships.
Key facts
What you'll do
- Research and enter every meeting armed with information about your audience and their business.
- Listen and understand deeply each prospect's challenges and opportunities, and catch every single detail that can be used to advance our case.
- Know the product cold, and precisely demonstrate every feature so as to wow the prospect with its breadth and depth.
- Prepare and present the strongest possible proposal a prospect might accept.
- Create materials as needed to facilitate present and future deals.
- Be ready to go 12 rounds defending our terms and the value we provide.
- Think creatively to address reservations without giving up value.
- Close deals!
- Maintain a rigorous pipeline of opportunities, forecasting accurately and managing multiple deals through distinct stages.
- Collaborate with internal teams to gather insights and refine messaging based on market feedback.
- Document interactions and outcomes to ensure continuity and enable data-driven adjustments to strategy.
- Identify and influence secondary stakeholders within target accounts to build consensus and reduce risk.
- Track and analyze key performance indicators to understand what drives success and replicate winning behaviors.
Requirements
- Typically, 5-7+ years experience closing millions in sales across one or more fast-growing B2B SaaS startups.
- Proven ability to run a structured, consultative sales process with a sales cycle anywhere from 3-9 months, and experience in POC sales.
- Comfort selling an evolving product line in a fast-moving startup environment.
- A high level of ownership, you get things done and don't wait to be told what to do.
- Hunger with the confidence to execute in a no-nonsense team and ready to enter the most productive chapter of your career.
- Exceptional written and verbal communication skills.
- Ability to travel to industry conferences and trade shows ~25%.
- Must be legally authorized to work in the United States without sponsorship now or in the future.
- Must reside in the state of Colorado.
- Must be able to start within a two-week notice period.
- Must pass a background check as a condition of employment.
- Must be able to sign an NDA and standard employment agreements.
Nice to have
- Experience selling complex B2B software solutions into enterprise accounts.
- Familiarity with wholesale distribution industries such as electrical supplies, plumbing products, roofing materials, or HVAC equipment.
- Experience leveraging data and analytics to inform sales decisions and prioritize accounts.
- Knowledge of CRM platforms and sales automation tools.
- A track record of exceeding quota and sustaining high performance in a commission-driven role.
Practical notes
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Engagement: Full-time.
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Location: Denver.
- Ability to travel to industry conferences and trade shows ~25%.
- Must be legally authorized to work in the United States without sponsorship now or in the future.
- Must reside in the state of Colorado.
- Must be able to start within a two-week notice period.
- Must pass a background check as a condition of employment.
- Must be able to sign an NDA and standard employment agreements.