Account Executive

About the role

As an Account Executive, you’ll own the full sales cycle: prospecting, qualification, demoing, negotiation, and close. You will work closely with SDRs, Customer Success, and Product teams to design pilot engagements that demonstrate clear ROI, then expand those pilots into multi-year contracts. Your ability to articulate Adapt’s value proposition and guide prospects through technical evaluations will directly drive our growth.

What you'll do

• Pipeline Generation & Qualification
• Source and develop new opportunities via outbound outreach, referrals, and events
• Conduct discovery calls to uncover business challenges and align on success criteria
• Product Demonstrations & Pilot Design
• Deliver compelling demos of Adapt’s conversational analytics interface and anomaly-alert capabilities
• Partner with prospects to scope 4-week pilot engagements that showcase ROI and adoption metrics
• Negotiation & Closing
• Draft proposals, negotiate contract terms, and coordinate with Legal and Finance for smooth execution
• Maintain accurate, up-to-date opportunity records and forecasts in CRM (HubSpot/Salesforce)
• Cross-Functional Collaboration
• Work with Customer Success to ensure pilot success and seamless handoff post-close
• Feed prospect feedback into Product and Marketing to refine messaging, pricing, and feature roadmap

Qualifications

• 3+ years closing B2B SaaS deals, ideally $10K–$50K ACV, with an 8–12 week sales cycle
• Demonstrated success meeting or exceeding quota in a fast-paced startup environment
• Strong consultative selling skills: listen to customer needs, articulate solutions, and build credibility
• Comfortable with CRM and sales engagement tools (Salesforce or HubSpot; Outreach or SalesLoft)
• Excellent presentation, negotiation, and relationship-management abilities

Nice-to-Haves

• Experience selling data-analytics, BI, or AI/ML platforms
• Technical fluency: comfortable discussing integrations with data warehouses (e.g., Snowflake, BigQuery) and APIs
• Network or relationships within target verticals (SaaS, retail analytics, professional services)

Sales

San Francisco, CA