airops - Enterprise Account Executive

Remote - New York , San Francisco or Remote$100k - $100k+ Equity4mo ago

Remote Senior NA Software Enterprise Account Executive Account Executive VP of Sales Online Merchant Enterprise Sales Prospecting ACV Product Marketing Procurement

Requirements

• Enterprise sales track record: 5+ years selling into large organizations, with a history of closing $100k+ ACV deals and navigating procurement, legal, and multi-stakeholder approval processes. • Complex cycle experience: You've managed 6-to-12-month sales cycles, built multi-threaded relationships inside accounts, and closed deals that required building a business case from scratch. • Comfort selling emerging technology: You've sold a product that required education before it could be evaluated. You know how to create urgency in a market where budget isn't pre-allocated. • Consultative selling depth: You can run a rigorous discovery, diagnose a prospect's actual problem, and build a proposal that maps directly to their business outcomes - not a feature list. • Operational discipline: You manage your pipeline with accuracy, forecast with honesty, and build process where none exists. You don't need a mature sales org to hit your number. • OUR GUIDING PRINCIPLES • 1. Extreme Ownership • 3. Curiosity and Play • 4. Make Our Customers Heroes • 5. Respectful Candor

Responsibilities

• Pipeline and quota: Build and close a pipeline of six-figure enterprise deals from prospecting through signature. You own the full cycle: outbound, inbound qualification, discovery, proposal, negotiation, and close. • Pipeline and quota: • Enterprise relationships: Develop trusted relationships with marketing, growth, and content leaders at Fortune 1000 companies. Your deals move because you've built a champion who is bought in on the business case, not just the product. • Enterprise relationships: • Multi-stakeholder deal navigation: Run complex sales cycles across marketing, IT, legal, and procurement. Map the org early, identify blockers before they surface, and build consensus without losing momentum. • Multi-stakeholder deal navigation: • Market and product feedback: Bring structured signal from the field back to product and GTM. Document objection patterns, competitive dynamics, and buyer language so the team can build better and sell smarter. • Market and product feedback: • Playbook development: You're one of the first enterprise AEs here. Codify what works - messaging, discovery frameworks, objection handling - into repeatable assets the next hire can use. • Playbook development:

Benefits

• Massive Category Tailwinds: AI-driven search and growth strategy is one of the fastest-growing categories in modern tech. • Uncapped Trajectory: High visibility, direct access to leadership, and the platform to build a long-term sales career in AI. • High-Impact Culture: Fast-moving, collaborative team with a relentless focus on customer success and execution. • Our Guiding Principles • Extreme Ownership • Curiosity and Play • Make Our Customers Heroes • Respectful Candor • Equity in a fast-growing startup • Competitive benefits package tailored to your location • Flexible time off policy • A fun-loving and (just a bit) nerdy team that loves to move fast!