Enterprise Account Executive - Americas; West

About This Role

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 excellent fit, 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.

• 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 and solve customer specific challenges.
• Your peers describe you as detail oriented. You send timely and 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 are 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 are a creative problem solver and comfortable with some healthy ambiguity. You will 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 are more of a relationship builder who focuses on selling into the install base. This is primarily a new business oriented role.
• You are 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.

• Sell a product that our customers are truly excited about.
• Fairly set, achievable quotas. Typically, greater than 65% of AEs are at or above quota.
• Unlimited PTO with four weeks recommended per year.
• Generous equipment, software, and office furniture budget. Get what you need to be happy and productive.
• 10-year exercise window for stock options. You shouldn’t feel pressure to purchase stock options if you leave Ashby – do it when you feel financially comfortable.
• $100/month education budget with more expensive items, like conferences, covered with manager approval.
• If you’re in the US, top‑notch health insurance for you and your dependents with 100% of all premiums covered by us, Flexible Spending Accounts and 401K match.

We provide Equal Employment Opportunities (EEO) and welcome a diverse and inclusive workforce. We are committed to hiring from all backgrounds.

Compensation Range: $270K - $315K