Account Executive
Job description
About the role
The role shapes how engineering organizations operationalize AI by partnering with buyers and guiding them from discovery to expansion. It combines consultative conversations with technical stakeholders and data driven forecasting to move complex deals forward. You will own the end to end lifecycle of strategic accounts, acting as the primary executive partner for key customers within the engineering sector. This position requires you to translate abstract AI capabilities into concrete operational workflows that resonate with technical teams. Success in this role depends on your ability to build trust, challenge现状, and frame solutions around measurable business outcomes. You will navigate sophisticated deal cycles where technical validation and executive sponsorship must be earned simultaneously. Your work will directly influence product feedback and positioning as you bring real world customer signals back to the product and leadership teams.
Key facts
What you'll do
Buyer understanding is translated into tailored pitches that build relationships and drive follow up to form meaningful partnerships.
Product demonstrations and proofs-of-concept guide intricate deal cycles, helping clients evaluate Span for their engineering workflows.
Business cases and analytics are shared through regular reporting, supporting forecasts and updates for the company.
Pre-sales and post-sales processes are coordinated with the CEO, CTO, and Engineering team to keep deals on track.
You develop consultative narratives that connect AI adoption to engineering productivity, reliability, and delivery predictability.
You qualify opportunities using data driven criteria, ensuring that pipeline remains clean, visible, and actionable for forecasting.
You design and run tailored demos that map to specific engineering roles such as platform, reliability, and machine learning operations.
You synthesize feedback from technical evaluations into structured inputs for product roadmap and positioning sessions.
You manage multi stakeholder selling, aligning incentives across engineering leaders, finance, and operations.
You maintain precise forecasting and pipeline documentation, enabling the company to anticipate shifts in demand and capacity.
You mentor junior sellers on discovery techniques, objection handling, and executive communication within the sales organization.
You collaborate with customer success to identify expansion signals, ensuring renewals and growth are identified early.
You utilize AI enabled tools to streamline outreach, note taking, and pipeline tracking without compromising a human touch.
You represent the company in industry conversations, contributing to narratives that define the category around AI enabled engineering.
Requirements
The posting states a bachelor's degree requirement. B2B sales experience of 7+ years in startups is required to understand the environment and pace.
History of closing deals sized 150k to 300k ARR is necessary to demonstrate capability in this target segment.
Experience selling to CTOs, VPs of Engineering, or similar roles is required to engage the right stakeholders.
A learning mindset and openness to feedback lets you implement improvements quickly as priorities evolve.
Competitive, goal driven behavior supports consistent progress against individual and company wide targets.
Thriving in a fast-paced, startup environment and embracing hustle keeps momentum in complex sales cycles.
A strong sense of ownership ensures that you follow through on commitments, even when workflows are ambiguous.
Comfort with ambiguity allows you to operate effectively when processes, tools, and priorities shift rapidly.
Nice to have
Early sales experience at a startup is a bonus because it brings context on building motions from the ground up.
Developing sales methodology from first principles helps align the approach with Span's product and buyer needs.
Comfort with new tools and technologies, including AI, improves efficiency for you and your team.
Practical notes
The role is fully remote within the USA and requires a degree.
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
Sales roles in B2B often combine discovery, negotiation, and forecasting to drive pipeline.
Technical product sales rely on demos, proofs-of-concept, and clear business outcomes.
Data driven reporting supports forecasting and executive communication in growth stage companies.
Collaboration with executives and engineering teams aligns solutions with customer needs.
Continuous learning and feedback implementation are common expectations in fast moving environments.
Tools such as AI assistants and sales platforms can improve efficiency for revenue teams.
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.