Enterprise Account Executive - Americas; West

About Ashby

We’re building the next generation of enterprise software and we’re starting with a suite of products that empower talent leaders, recruiters, and hiring managers to be a driving force for revenue & efficiency via a holistic, data-centric talent strategy.

We are well funded and backed by great investors, including Y Combinator, Elad Gil and Lachy Groom. We have thousands of amazing customers including Snowflake, OpenAI, Shopify, Ramp, Notion, and Zapier.

Revenue and headcount are growing 100% Y/Y and we are only at the first steps toward a much larger opportunity.

You will help us win Enterprise (1,000+ employees) accounts by managing the full sales cycle from pipeline generation through to won. You can expect to own a curated list of high‑propensity accounts as well as a geographic territory with significant market opportunity.

In this role, you’ll primarily focus on new logo acquisition via a healthy mix of inbound and outbound, while also covering a small number of customer accounts for expansion and upsell. Your ability to excel in the areas listed below and your appetite for continuous growth & improvement will be key.

• You have a multi-year track record of exceeding $1M+ quotas, selling complex SaaS technologies to large organizations.
• You have closed many $100K+ ARR sales which require consensus building and executive engagement.
• You have a demonstrated ability to win highly competitive opportunities by identifying pain and business impacts and connecting those to strategic initiatives of the leadership team.
• You are a hunter at heart and are comfortable self‑sourcing a majority of your own pipeline.
• You have a growth mindset and are excited to tackle the challenges of a high‑growth startup.

• You demonstrate mastery of clear communication. You ask questions with precision and can explain complex concepts in simple terms. You eschew business jargon.
• You skillfully guide prospects through their entire buying process—engaging the right stakeholders at the right time to create consensus for a strategic technology decision.
• You become both a product and industry expert. You create ‘Ah ha!’ moments in collaboration with your Solutions Engineer to build momentum & solve customer‑specific challenges.
• Your peers describe you as detail oriented. You send timely & crisp follow‑up emails. You take pride in internal operations, like real‑time CRM updates.
• You have strong business acumen. You help customers connect the dots between technical problems and their business impact. You craft compelling cases for change.
• You’re excited to land the biggest deals we’ve ever done. You are diligent and gritty and have demonstrated perseverance to win long, competitive sales cycles.
• You’re a creative problem solver and comfortable with healthy ambiguity. You’ll help us refine our Enterprise go‑to‑market motion to maximize the segment's results over time.
• You are willing to travel for company events, customer meet‑ups and on‐sites.

• You dislike prospecting. Enterprise reps at Ashby are responsible for sourcing half or more of their pipeline to complement our robust inbound lead flow.
• You prefer to leave demos "to the experts." While you can expect Solutions Engineering support, our most successful AEs are those with strong curiosity and deep product acumen.
• You’re more of a relationship builder who focuses on selling into the install base. This is a new‑business oriented role.
• You’re a lone wolf. You prefer to go it alone in your pursuit of new business. We believe in a team‑selling sales model.

• Familiarity with Talent Acquisition and HR tools and workflows.
• A network that includes Heads of Talent you can tap into.

• Intro Call (30 min) – Meet with a Recruiter to discuss your fit for the role and address questions about our market and solution.
• Written Exercise – Complete a short take‑home assignment to showcase your outbound muscle.
• Experience Deep Dive (60 min) – Walk the Hiring Manager through your career journey in detail to highlight your experience, achievements, and learning points.
• Challenge Interview (90 min) –…