Mid Market Account Executive - Americas; West

About Ashby

• We’re building the next generation of enterprise software, starting with products that help talent leaders, recruiters, and managers unlock hiring excellence

• Raised our Series D last year, and we’re growing ARR >100% YoY

• Have over 4,000 amazing customers including OpenAI, Ramp, Vanta, Notion and Shopify

• Built multiple products to win both land-and-expand and material new business deals

• Rapidly moving up-market with no signs of slowing down

• Implemented AI throughout the platform

• Known for our pace of innovation and advanced analytics

You will help us win Mid-Market accounts in the Pacific and Central time zones by managing the full sales cycle from pipeline generation through to closed-won. In this role, you’ll primarily focus on new logo acquisition, while also covering a smaller number of existing business accounts for expansion and upsell. Our emphasis is on your raw ability to excel in the areas listed below and your appetite for continuous growth & improvement.

We’re a documentation first, async friendly team that values precision and autonomy. If you’re energized by seeking answers independently and collaborating through well structured resources, you’ll feel right at home here.

To ensure a smooth review process, please apply to only one territory (East or West) that best aligns with your background and time preferences.

• You have 5+ years of full-cycle closing experience and have closed many >$50,000 ACV opportunities
• You have experience selling complex platform technologies in a sales-led GTM motion
• You are a new business hunter and are confident in your abilities to self-source >30% of your own pipeline

• You're adept at competitive selling in established markets and have won many rip-and-replace opportunities.

• You're naturally curious about business problems and take pride in positioning specific & creative solutions that solve those problems.

• You demonstrate mastery of clear communication. You ask questions with precision and can explain complex concepts in simple terms.

• You skillfully guide prospects through the evaluation & buying process—engaging the right stakeholders to create consensus for a strategic technology decision.

• You love becoming a product and industry expert. You're adept at delivering a quick demo to showcase how your solution meets a unique need.

• Your peers describe you as action-oriented and persistent. You're always on the leader board for outbound effort and pipeline created.

• You leverage tools to maximize the impact of your prospecting and selling time. You believe in research and personalization to spark a conversation.

• You are at home managing a pipeline of a dozen or more active opportunities concurrently. You take pride in internal operations, including real-time CRM updates.

• You have sold to Talent or HR personas
• Prior BDR experience

• You aren't excited about a new business focused role that includes pipeline generation work
• You are uncomfortable delivering your own product demos, preferring to defer to an SE

• We spend a lot of time building best-in-class products since we believe a highly differentiated product is easier to sell.
• We aim to offer deep product expertise whenever we interact with prospects and customers. AEs are no exception to this.
• We strongly believe that small teams with very talented people (and the right work environment) deliver much better performance than teams with large headcount. We hire and compensate accordingly.
• We value a strong sense of ownership, principled thinking over experience, and thoughtful communication

• 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…