Account Executive

About the role

Join us as we build the next Carvana—powered by dealerships across the US. We process tens of millions in vehicle revenue for 20+ leading brands and dealerships, trusted by all tiers from publicly traded OEMs to fast-growing newcomers. Backed by $17.2M from Activant Capital, JP Morgan Payments, Winnebago Industries, Y Combinator, and the Tesla alumni fund, we’re building the infrastructure for the next era of vehicle commerce.

As an Account Executive, you’ll scale a high-velocity sales motion selling into dealerships and dealer groups, with the goal of growing into enterprise vehicle retailers. Most demand is inbound, and we’re ready to turn it into signed rooftops fast. You’ll also help shape our growing outbound motion, owning deals end-to-end—from first touch to signature—and refining the playbook as we scale.

You’ll start with our AI Sales Agent: a 24/7 AI-powered BDC handling inbound leads via website chat and SMS, qualifying buyers, and reengaging prospects with rich customer context. It installs seamlessly on existing dealer websites, creating a low-friction, high-velocity motion. From there, you’ll sell our full transaction engine (financing, F&I, titling/registration, KYC, insurance verification, fraud, signatures, and more) into qualified accounts where the fit is right.

Ekho’s incentives align with dealers’: we win the relationship on a product that pays for itself immediately, then monetize on transactions and expanded platform usage. The ceiling isn’t just velocity—enterprise deals with large dealer groups and manufacturers await as you grow into the role.

This role is for someone who can sell to real businesses, articulate ROI in terms of units and gross profit, and win through relentless, creative, in-market execution. Location: New York City (in-office). Expect frequent travel to dealer visits and industry events.

Responsibilities

• Run full-cycle dealer sales: inbound qualification → discovery → demo → proposal → close.
• Convert a large, warm inbound pipeline into signed rooftops with tight follow-up, urgency, and a clean process.
• Prospect strategically (calls, texts, emails, LinkedIn, events) and help build the outbound engine.
• Identify which dealers and groups are qualified for which products, and sell the broader platform where it fits.
• Shadow enterprise transaction engine deals (dealer groups and manufacturers) and take on more of that motion as you scale.
• Navigate dealer objections around switching costs, contracts, workflow change, and trust—then get deals over the line.
• Get in the field: conferences, dealer visits, dinners, happy hours, and relationship-building that creates momentum.
• Work directly with engineering and product—grab an engineer for technical questions mid-deal, advocate for roadmap priorities, and partner on automations/tooling.
• Experiment and measure: test copy, sequences, and channels; track performance; and kill what doesn’t work.
• Structure creative wins (discounts, trades, land-and-expand) while preserving unit economics.
• Use and improve sales materials—adjust narratives/slides when needed—and maintain strong CRM hygiene (HubSpot).
• Forecast accurately and collaborate with CS/ops to ensure successful go-lives.

Requirements

• 2–6 years of high-performing quota-carrying software sales experience (SDR → AE, or AE in a high-velocity environment), or someone from product, strategy, or consulting transitioning into sales with demonstrated potential.
• Strong discovery and demo instincts: ability to translate Ekho into tangible business value without sounding like "software theater."
• Experience working closely with engineers and product teams: providing structured field feedback, participating in roadmap discussions, and advocating for customer needs.
• Willingness to experiment with sales methods, channels, and narratives—and discipline to measure what works.
• Comfort with ambiguity and iteration: shaping messaging, pricing, and playbooks while carrying a number.
• Operational discipline: HubSpot fluency, pipeline management, and consistent follow-through.
• Proficiency with AI tools (Claude, Clay, Granola, Gong, Instantly.ai, etc.) to drive leverage and speed.

Nice-to-haves

• Experience at companies like Toast, Square, Stripe, Shopify, ServiceTitan, or similar "software sold to operators" motions.
• Exposure to enterprise/platform sales cycles (multi-stakeholder, longer timelines, procurement).
• Ability to create or adapt simple deal materials (slides/proposals) without heavy sales ops support.
• Skill in crafting compelling, well-formatted decks (prospect proposals, ROI calculators).
• Familiarity with automotive/powersports/marine dealer dynamics (helpful but not required).
• Background in investment banking or consulting with a proven relentless work ethic.

Benefits

• Competitive compensation + equity (early-stage upside).
• Health, dental, and vision insurance.
• 401(k).
• Free lunch and dinners.
• Annual team offsite.

Pay

Compensation range: $100K - $125K.