Account Executive

Position: Account Executive
Location: San Francisco, CA / Atlanta, GA (Hybrid/Remote Flexibility)
Type: Full-Time
Experience: 2–4 Years in SaaS/AI Sales

Drive AI adoption for organizations under 1,000 employees — from PLG conversion to strategic expansion. We’re seeking a high-performing Account Executive to own the full sales cycle for SMB and Mid-Market accounts (under 1,000 employees). You’ll convert PLG-driven leads into paying customers, identify expansion opportunities, and build a predictable revenue engine. Ideal for an ambitious AE with 2–4 years of SaaS sales experience.

• Own the Full Cycle: Manage 30–40 opportunities monthly, from qualification through close (1–2 month cycles).

• PLG Conversion: Convert self-serve signups into strategic, multi-seat contracts.

• Hunt & Generate Pipeline: Proactively identify and engage target accounts; generate 50%+ of your own pipeline through strategic outbound hunting.

• Prospect & Qualify: Partner with the Growth team; supplement inbound with daily outbound activities.

• Discovery & Demo: Map pain points to platform capabilities; deliver tailored ROI-focused demos.

• Deal Strategy: Navigate multi-stakeholder deals using MEDDIC/BANT; overcome objections on budget, security, integration.

• AI Advisory: Advise organizations implementing AI across teams using tools like Claude, ChatGPT, and other platforms — optimizing existing AI investments alongside Coworker.

• Experience: 2–4 years in SaaS closing roles (SDR/BDR promotion preferred); consistent 75%+ quota attainment; familiarity with mid-market sales cycles (30–60 days).

• Sales
  
  Skills:
  
  Strong prospecting instincts, negotiation skills, and ability to articulate technical value propositions clearly to both technical and non-technical buyers.

• AI Fluency: Hands-on experience with AI tools beyond basic chat (Claude, ChatGPT, Cursor, etc.) — ability to advise customers on implementing AI efficiently across their organization alongside other tools.

• Mindset: Hustle, ownership, hunger to learn, coachable attitude, and resilience in ambiguous, fast-changing environments.

• Competitive Drive: Extremely competitive and self-motivated with a track record of over achievement.

• 1+ years selling to mid-market or enterprise SaaS
• Familiarity with AI and Enterprise AI landscape
• Experience with PLG motion or product-led sales
• Existing relationships in the SMB/Mid-Market B2B SaaS ecosystem

OTE: $210,000–$240,000 (50/50 base/variable split)

• Base Salary: $105,000–$120,000

• Variable Commission: $105,000–$120,000+ (uncapped accelerators for over performance)

• Equity: Extremely generous equity in early-stage company

• Ramp: Structured ramp program with guaranteed draw

• Benefits: Health/dental/vision insurance, 401(k), unlimited PTO

• Mentorship: Paired with senior AEs for deal reviews and skill-building

• Promotion Path: Clear trajectory to Enterprise AE or Team Lead within 18–24 months

• Training: Workshops on MEDDIC, AI tooling and analysis, and startup autonomy

We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. We believe that great employees come from diverse backgrounds.