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HeyGen - Enterprise Account Executive

Remote - San Francisco, Los Angeles, Europe+ Equity2d ago

Requirements

• Must-Haves • 8+ years of B2B SaaS sales experience, including at least 5 years in a closing role selling to enterprise companies. • A track record of meeting or exceeding quota on enterprise deals, including six-figure contracts. • Experience opening new enterprise logos through your own outbound, not only managing an inherited book of business. • Proven experience running complex, multi-stakeholder sales cycles, including executive sponsorship, security and legal review, procurement, and contract negotiation. • Strong discovery skills and the ability to connect product capabilities to business pain and measurable ROI. • Comfort selling to executives and senior leaders across marketing, sales, L&D, product, IT, operations, and technical teams. • A high-agency, builder mindset. You do not wait for perfect playbooks. You test, learn, and iterate. • Strong written communication skills. Your outbound emails, executive summaries, proposals, and deal recaps should be clear, sharp, and persuasive. • Curiosity about AI, video, creative workflows, and API-driven products. • Nice-to-Haves • Experience selling PLG, usage-based, API, developer platform, creative software, marketing technology, sales technology, or AI products. • Experience selling API or platform deals that embed into a customer's own product. • Experience selling into marketing, localization, customer education, learning and development, sales enablement, ecommerce, media, or product teams. • Experience selling into regulated industries such as healthcare or financial services. • Experience as an early or founding enterprise AE who helped build the sales motion. • Experience working in an early-stage or high-growth startup environment. • Who Will Thrive Here • Gets energy from opening accounts nobody else has cracked. • Can write an executive email that gets a reply without waiting for marketing to give you a template. • Is comfortable multi-threading across a large buying group and keeping every stakeholder moving. • Can create urgency in a deal that has no deadline. • Can take a new product category and figure out where large organizations feel urgency. • Does not need a fully built enterprise playbook to be productive, and wants to help write it. • Can sell to both executives and technical evaluators. • Is competitive, resourceful, and organized. • Knows how to balance rigor with speed.

Responsibilities

• Build your own pipeline - You will run high-quality, targeted outbound into enterprise accounts. This includes account planning, executive outreach, cold email, phone, LinkedIn, personalized video, trigger-based outreach, events, and creative campaign ideas. You should be excited by the idea of opening accounts yourself, not waiting for perfect inbound leads. • Build your own pipeline • Own the full enterprise sales cycle - You will manage opportunities from first touch to close. That includes prospecting, qualification, discovery, tailored demos, pilots with clear success criteria, business-case development, security and legal review, procurement, contract negotiation, and handoff to Customer Success. • Own the full enterprise sales cycle - • Navigate complex buying groups - Enterprise deals involve many people: a champion, an economic buyer, executive sponsors, technical owners, IT and security, legal, and procurement. You will multi-thread early, build mutual action plans, and keep every stakeholder aligned and moving toward a decision. • Navigate complex buying groups - • Sell business outcomes, not just AI features - You will help customers understand how HeyGen can reduce video production costs at scale, speed up content creation, localize consistently across markets, personalize customer communication, and unlock new video workflows that were not possible before. You will build business cases with measurable ROI that finance teams can stand behind. • Sell business outcomes, not just AI features - • Sell across web app and API use cases - Some customers will roll out HeyGen across teams through the web app. Others will integrate HeyGen into their own product, platform, workflow, or internal system using APIs. You do not need to be an engineer, but you should be technically curious and comfortable working with technical owners and explaining technical concepts in simple business language. • Sell across web app and API use cases - • Create urgency in long cycles - Enterprise deals take longer, but they should never drift. You will identify real compelling events, create momentum without a hard deadline, ask direct questions, tie pain to business impact, and drive clear next steps at every stage. • Create urgency in long cycles - • Partner with PLG, growth, product, and customer teams - You will work with product usage data, API adoption, customer requests, and inbound interest to identify enterprise opportunities, and partner with Customer Success to expand across business units after close. Maintain strong pipeline discipline - You will keep CRM data clean, forecast accurately across long cycles, manage next steps, and understand the difference between real pipeline and hopeful pipeline. • Partner with PLG, growth, product, and customer teams -

Benefits

• Competitive base salary plus uncapped commission. • Equity in a high-growth AI company. • Health, dental, and vision benefits. • Opportunity to help define a new category in AI video. • High ownership, high velocity, and direct impact on revenue growth. • Equal Opportunity