Account Executive, Startup

About the role

This position is for an early-career Account Executive to join the founding team focused on startup clients. You will manage many fast-moving deals with small businesses in a high-growth environment. Success in this role requires a strong technical understanding to advise customers effectively. You will own the end-to-end sales cycle for new business, acting as the primary point of contact for your portfolio of accounts. The role demands comfort with ambiguity and the ability to thrive in a dynamic, evolving startup setting. You will be responsible for forecasting, pipeline management, and hitting demanding revenue targets. This position offers the chance to shape the sales motion and go-to-market strategy from the ground up.

Key facts

What you'll do

• Conduct in-depth product demonstrations that clearly communicate the value of the CodeRabbit platform to technical audiences.
• Manage the entire sales process from initial prospecting to successful deal closure and onboarding.
• Perform technical advisory sessions to understand customer workflows and map CodeRabbit features to their specific needs.
• Handle a high volume of sales opportunities with small to medium-sized businesses across various verticals.
• Collaborate closely with marketing, product, and customer success teams to refine messaging and improve sales strategies.
• Own the forecasting and reporting of pipeline metrics, ensuring accurate revenue predictions and quota attainment.
• Build and maintain a robust pipeline by sourcing new leads and qualifying opportunities with precision.
• Articulate the return on investment and business impact of using CodeRabbit's automated code review solutions.
• Act as an expert on the CodeRabbit product ecosystem, staying current with updates and competitive positioning.
• Develop account plans and tailored outreach strategies to penetrate existing accounts and expand within target segments.
• Facilitate internal alignment to ensure smooth handoffs between sales, implementation, and support teams.
• Leverage data and sales analytics to iterate on approaches and optimize conversion rates at every stage of the funnel.
• Serve as the voice of the customer to internal stakeholders, providing feedback on product usage and market trends.
• Demonstrate resilience and adaptability by navigating objections and overcoming barriers in a fast-paced environment.

Requirements

• Hold at least 1 year of full-cycle, quota-carrying sales experience in a previous role.
• Possess a background in a technical Software as a Service (SaaS) company, which is explicitly preferred.
• Exhibit a strong technical curiosity and the proven ability to quickly learn complex products and concepts.
• Maintain excellent organizational skills to effectively manage multiple opportunities and competing priorities simultaneously.
• Communicate with clarity, professionalism, and a high standard of written and verbal expression.
• Embrace a growth mindset, demonstrating a quick learning ability and a continuous desire to expand knowledge.
• Operate as a self-motivated individual with a strong desire to acquire new skills and solve challenging problems.
• Show a high level of ownership, taking responsibility for outcomes and following through on commitments.
• Adhere to the core requirements of the position as defined by the hiring team and company standards.
• Align with the expectation of maintaining strict accuracy in forecasting and pipeline management.
• Meet the baseline professional experience necessary to operate independently on the sales floor.
• Demonstrate integrity and transparency in all interactions with colleagues and customers.
• Fulfill the physical and cognitive demands associated with a hybrid work schedule in a Boston-based office.
• Comply with the company policies regarding confidentiality and data security in handling client information.

Nice to have

• Show familiarity with artificial intelligence (AI), developer tools, and open-source technologies that drive modern software development.
• Have direct experience working in a Product Led Growth (PLG) company and understanding of that motion.

Skills & tools

• Demonstrate mastery of sales cycle management from initial contact to contract execution.
• Execute compelling product demonstrations that highlight key features and benefits.
• Apply technical advisory skills to build trust and credibility with engineering stakeholders.
• Engage effectively in cross-functional collaboration with marketing, engineering, and support departments.
• Utilize customer relationship management (CRM) tools to track interactions and update deal stages.
• Prepare concise and persuasive written communication for emails and proposal documents.
• Analyze sales metrics and dashboards to identify areas for improvement and growth.

Practical notes

• This role offers a competitive salary, equity, and benefits package designed to reward performance.
• The position operates on a hybrid schedule, requiring coordination with the team in the Boston office.
• Professional development opportunities are available to support career growth and skill enhancement.
• The compensation structure includes a base salary and an equal split of the overall $160,000 OTE target.
• Candidates must be authorized to work in the United States without sponsorship for this position.
• The successful candidate will be expected to start as soon as the position is filled.
• Travel is not currently required for this role, but flexibility may be needed for occasional team meetings.
• This is an at-will employment position, and terms may be adjusted based on business needs.
• The role is critical to the go-to-market strategy and will have a direct impact on the company's growth trajectory.