Account executive

We're seeking a Founding Account Executive to own our sales efforts, including creating and closing opportunities, identifying opportunities in the install base, managing and expanding customers, and helping build our early sales motion from the ground up s is a unique opportunity to shape the go-to-market strategy and close high-value deals within a product-led growth (PLG) business model. You'll work hands-on with customers showcasing product value and helping the business create our ideal customer profile, collaborate cross-functionally to develop scalable processes, and ultimately lay the foundation for a repeatable sales engine.

For the right person who is smart, resilient, and creative, building the sales function from scratch can be a career-defining and highly rewarding challenge.

We're a remote-friendly, ~40-person Series A startup, so you will be working in a fast-paced, hands-on environment with significant scope. The ideal candidate has 4-5 years of SaaS sales experience
, preferably in a product-led growth (PLG) context.

• Full-cycle sales ownership and account management: Take deals through the entire life cycle - from prospecting and qualification to negotiation and close - with a focus on landing strategic, high-value customers. This means generating your own leads and pipeline when needed, not just working inbound opportunities, and managing the customer relationship.
• Develop Customer Relationships: Develop strong customer relationships by understanding customers' pains and business goals, demonstrating domain expertise and showcasing how Expo's products solve those pains.
• Drive awareness of new products and cross-sell: drive multi-product adoption across the suite of Tools Expo offers today and will offer in the future.
• Build the early sales motion and playbooks: Develop and iterate on our initial sales process, owning everything from creating pipeline, closing deals, and managing customer relationships. You should be comfortable wearing all the hats in an early-stage environment.
• Inform the next set of product investments: through your customer relationships and collaboration with our founders and product team, help identify the next set of products Expo invests in that will have the highest impact to customers, community, and the business,
• Refine our Ideal Customer Profile (ICP): Engage directly with a variety of users and customers to identify patterns and insights, continually honing our ICP and targeting strategy based on real feedback.
• Drive high-value deals: Spot opportunities to deliver value that results in deal sizes (ASP)
  2x higher than average. Leverage creativity and insight to upsell use cases and expand deal scope where appropriate.
• Cross-functional collaboration: Work closely with Marketing, Product, and Customer Success to develop repeatable, scalable sales processes. Your feedback will help shape pricing strategies, sales playbooks, onboarding, and key messaging.
• Tool adaptability: No specific tool requirements - we will seek modern sales and analytics tools, but what matters is you're a quick learner who can adapt to new platforms and processes with ease. We expect you to use AI creatively to increase the impact you can have.
• You are deeply curious: you ask a lot of questions and understand that 4 excellent questions will beat out the best pitch every day. You stand out because your curiosity allows you to gain a deep understanding of your customers, of your product, and of the market. Your curiosity makes you an expert.
• You were a product expert in your last roles: you don't view yourself as the typical sales person, you love and study great products, know the ins and outs of products you sold, and love giving your own demo.
• You are a great guide: your curiosity and empathy are your superpower, this enables you to show customers multiple paths to different outcomes. You know how to create a win-win for customers and the business, always focusing on an excellent customer experience that builds lasting relationships and brand.
• You are a builder of bridges
  : one of your strengths is identifying patterns across your customer conversation and communicating these patterns back to the business, this enables the right product strategy, the right playbooks, and the right focus for the team.
• You love using new tools: we aim to build the new age Revenue organization, this means we will test new AI tools to determine what solution drives the highest impact to your day to day, our customer, and Expo.
• You love enabling creation and create yourself: Expo's mission is to democratize access to software developers so developers can make the best applications quickly. We believe this mission allows nontechnical folks to build software and want to see all Expo folks create. This is our passion.

Our go-to-market approach is guided by a few key principles that we live by:

• Land with the developer, expand with the executive: Deliver an amazing experience and success for the developer-user, which naturally…