What we're looking for

We are looking for an Account Executive with experience selling highly technical, developer-focused products to CTOs, VPs of Engineering, software engineers, researchers, and/or data scientists. You thrive in a fast-paced, start-up environment focusing on every step of the sales process, from prospecting, qualifying, and nurturing leads to running demos, negotiating contracts, and closing deals. We want someone who thinks about how to uncover and address our customers’ problems to drive customer acquisition while feeding their requirements back to inform the product roadmap.

You will join the Sales Team and report to our VP of Revenue. This is a hybrid role based in Palo Alto, CA with in-office requirements of 3 days per week. The salary range for this role is $180,000-$250,000 for the base and includes a variable component.

What you’ll do

• Build an understanding of our target markets, value proposition, and pricing models to not only meet but exceed quarterly revenue targets.
• Focus on high-quality, consistent outbound prospecting across key market segments to build the sales pipeline and optimize the customer funnel.
• Qualify and develop both inbound and outbound sales leads.
• Collaborate with the product, engineering, and marketing teams to continuously improve and iterate on the sales process.
• Analyze industry trends and customer segmentation to identify and capitalize on new sources of qualified leads.
• Work alongside the marketing team to increase the number and quality of inbound leads.
• Champion data integrity and accuracy using HubSpot to track activity and manage sales opportunities through the funnel.

What you’ll need

• 5+ years of experience as an Account Executive or in a similar sales role, selling technical or developer-focused products to technical audiences.
• Familiarity with the machine learning, AI, or software development ecosystem, and an ability to grasp complex technical concepts.
• Proven track record of meeting or exceeding revenue targets in a fast-paced startup environment.
• Experience with outbound prospecting, qualifying leads, running demos, and closing deals is essential.
• Ability to uncover customer pain points, articulate value propositions, and effectively address objections to drive solutions.
• Strong interpersonal skills to work cross-functionally with leadership, product, engineering, and marketing teams.
• Proficiency with HubSpot or a similar CRM to track activity, manage the sales pipeline, and ensure data integrity.
• Solid understanding and application of a sales methodology (ie .MEDDIC, Challenger, or Sandler) with the ability to tailor approaches to different customer needs and scenarios.