Commercial Account Executive
Job description
About the role
This position establishes the foundation for predictable, repeatable revenue growth for Merge. You partner with enterprise and B2B customers to execute integration strategies and expand trusted advisor relationships. The role operates within an agentic tooling and customer-facing integration platform for frontier LLMs. You will act as the primary commercial link between the company's technical vision and the strategic needs of large organizations. Your work will directly influence how these advanced platforms are adopted and scaled across critical enterprise workflows. This is a foundational role for building a repeatable commercial engine in a high-growth environment. You will own the end-to-end commercial journey from discovery to expansion within your portfolio.
Key facts
What you'll do
Execute integration strategies that drive substantial growth for organizations of all sizes and across varied operational models.
Redesign sales processes to create an exceptional customer journey that accommodates both large enterprise structures and nimble startups.
Mentor new sales team members by example, accelerating their ramp-up within an organization that is actively scaling its commercial operations.
Develop the ability to create repeatable sales processes that function effectively across a wide spectrum of customer interactions and organizational sizes.
Demonstrate deep customer empathy and unrivaled communication skills to navigate complex stakeholder environments and articulate clear value propositions.
Achieve success in a fast-paced, rapidly changing environment through self-motivated ownership and disciplined execution of commercial targets.
Leverage prior experience as an early employee at a startup to understand the nuances of building products and motions in high-velocity settings.
Utilize background in selling API products or developer tools to translate technical integration capabilities into tangible business outcomes for decision-makers.
Partner with cross-functional teams to ensure that product-led growth motions are supported by seamless integration layers and robust monitoring.
Champion data-driven experimentation to inform continuous process iteration and optimization of the overall customer journey.
Requirements
The posting states a bachelor's degree requirement as a foundational credential for the position.
A minimum of 3-7+ years of experience is brought as a standard for top-performing account executives in this capacity.
Technical SaaS products are sold with consistent annual contract values of $50k+ and a documented track record of exceeding quotas.
The ability to create and maintain repeatable sales processes across a wide range of customer interactions and sizes is a mandatory capability.
Deep customer empathy and unrivaled communication skills are demonstrated consistently in both written and verbal formats.
Success in a fast-paced, rapidly changing environment is achieved by self-motivated individuals who thrive in ambiguous and evolving scenarios.
Prior experience as an early employee at a startup is valued for understanding the specific challenges of high-growth product development.
Selling API products or developer tools experience is a bonus that provides clarity on technical integration and implementation challenges.
Nice to have
Preferred experience within agentic tool platforms that enable autonomous and assisted workflows for AI workloads.
Understanding of integration layers that abstract connectivity, security, and monitoring for large language models.
Familiarity with product-led growth motions that rely on developer adoption and expansion within existing deployments.
Exposure to modern sales motions that combine quota attainment, mentorship, and cross-functional collaboration.
Experience with data-driven experimentation frameworks that inform customer journey optimization and process refinement.
Practical notes
Equity compensation is provided to full-time employees as part of the total package structure.
Remote work is supported across New York, NY; San Francisco, CA, with flexibility for in-office collaboration during team events.
Typical interview steps include sales hiring practices such as a role play, a discovery call simulation, and a presentation.
Candidates may be asked to pitch a product to a panel or handle a tough objection during the selection process.
Behavioral questions focus on past quota attainment and deal history to assess consistent performance patterns.
Energy and preparation are critical, as interviewers often simulate the job in the interview itself by requesting a short discovery call or demo.
Practicing your own sales pitch out loud is recommended to align your communication style with the expectations of the role.
Questions to ask
Useful questions for the interview include inquiries about what a typical week looks like in this position.
Asking how work is assigned provides clarity on ownership and day-to-day responsibilities.
Inquiring about the tools the team uses reveals the technological environment and operational workflows.
Understanding how feedback works ensures alignment on performance expectations and professional development.
Asking how the role has changed recently offers insight into the evolution of responsibilities and strategic focus.
Inquiring about what the team wishes it had known when joining provides candid perspectives on challenges and opportunities.
Questions about the manager's priorities are especially valued as they highlight expectations and immediate focus areas.
Career growth
Sales careers can move from SDR or associate roles to account executive, senior AE, manager, and director positions over time.
Some sellers transition into partnerships, account management, or revenue operations to broaden their impact within the organization.
Compensation typically mixes a base with commission tied directly to results and quota attainment.
High performers in sales often move into larger accounts, team leadership, or sales operations to leverage their experience.
Quota history and references carry the most weight in promotion decisions and long-term career advancement.
About the company
Merge is hiring for Commercial Account Executive. New York, NY; San Francisco, CA.