Enterprise Account Executive
Job description
About the role
Sales roles connect a company's product with the customers who need it. Representatives research accounts, run demos, handle objections, and close deals. The work is quota driven and moves quickly. Strong sellers combine listening skills with product knowledge and steady follow through. Sales roles reward consistent activity and honest qualification of deals. Most companies use a defined sales process, and reps are trained on it before being left on their own.
Key facts
What you'll do
Guided pathways through full sales cycles help enterprise software buyers reach commitments.
Navigated choices across engineering, finance, and executive teams align with Orb's product capabilities.
Built qualified opportunity pipelines grow the sales funnel through consultative, solution-focused engagement.
Sales insights shape Orb's GTM roadmap via cross-functional collaboration with product and leadership.
Product value reaches technical and executive audiences through compelling demos and technical overviews.
Requirements
Seven or more years closing enterprise deals establishes a record in complex transactions.
Consistent closure of deals at $100k or larger shows success in high-value environments.
Sustained goal achievement in competitive settings demonstrates resilience under pressure.
Clear presentation, verbal, and written communication convey messages to varied stakeholders.
Creative pipeline generation strategies maintain a robust and growing sales funnel.
Preference for structured sales methodologies like MEDDIC, SPIN, or Challenger Sales in enterprise contexts.
Drive to quantify and support delivery of customer outcomes links sales efforts to measurable value.
Familiarity with SaaS, infrastructure, and finance & billing technology supports Orb's product scope.
Practical notes
This role is based in the San Francisco Bay Area with a hybrid schedule of three in-office days weekly.
Remote hires join colleagues in person once per quarter.
Typical interview steps
Sales hiring often includes 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. Behavioral questions focus on past quota attainment and deal history. Energy and preparation matter. Interviewers often simulate the job in the interview itself, so be ready to run a short discovery call or demo. Practicing your own sales pitch out loud helps.
Good to know
Enterprise sales in this domain typically focus on selling into fast-moving technology companies and software-driven organizations.
Common tools for this role include CRM platforms, demo environments, and data analytics dashboards.
Billing and revenue technology in this field emphasizes automating billing, evolving pricing, and growing revenue with confidence.
Enterprise SaaS sales motions rely on consultative discovery, engagement with multiple stakeholders, and data-driven forecasting.
Remote collaboration across time zones is standard, with scheduled quarterly in-person gatherings to maintain alignment.
Questions to ask
Useful questions for the interview: what a typical week looks like, how work is assigned, what tools the team uses, and how feedback works. Asking how the role has changed recently and what the team wishes it had known when joining is also reasonable. Questions about the manager's priorities are especially valued.
Career growth
Sales careers can move from SDR or associate to account executive, senior AE, manager, and director roles. Some sellers move into partnerships, account management, or revenue operations. Compensation typically mixes a base with commission tied to results. High performers in sales typically move into larger accounts, team leadership, or sales operations. Quota history and references carry the most weight in promotion.
About the company
Orb is redefining what billing software can be, turning one of the most complex parts of running a business into a strategic driver of growth. We're building the revenue design platform that helps teams automate billing, evolve pricing, and grow revenue with confidence.