Account Executive

About the role

As an Account Executive at Heron, you'll operate like a mini-GM: you own a book of business, set your own commercials, and lead a cross-functional team to close deals and get customers live. This role offers huge untapped revenue potential—Heron is growing quickly, and sales is still catching up to the product's market potential. With over 190 customers, you'll take real territory from day one and share in our growth via uncapped commission and equity.

You'll run your own book like a mini-GM, with playbooks for what works, but pricing and deal structure are yours to negotiate. Deals move fast, typically involving C-level negotiations, giving you the adrenaline of quick sales without the stereotype of being pushy. This is a seat with significant upside—sales, done well, is often the highest-paid job at any company. If you've been in post-sales or deployment doing the real work while someone else took the commission, here the upside is yours.

Heron's sales team is a group of outliers, not a sales mill. Our sellers come from strategy consulting, deployment, product, and other non-traditional sales roles. We're not hiring for a rolodex, and if you're considering a career change into sales, this is the place to do it. You'll work with people who made the same jump, and we provide the environment for you to thrive.

This role offers personal growth opportunities: sales is the fastest route up at most companies. Depending on your ambitions, it could develop into closing large, complex deals, sales leadership, or owning go-to-market for newer markets. If you want to start your own company one day, running deals with product and engineering at your back is one of the best ways to learn.

We promote an outcome-focused, low-bureaucracy work environment with an emphasis on impact. With ~60 people across New York and London, we're still lean, scrappy, and committed to our customers.

Responsibilities

• Handle the full sales cycle, including prospecting, qualifying leads, and moving them through to close using a mix of high-volume outbound and account-based techniques.
• Direct a cross-functional deal team, effectively coordinating product, engineering, and deployment around your customer.
• Build deep relationships with prospects and customers, gaining a front-row seat and real input into what we build next.
• Travel regularly across the U.S. to conferences, industry events, and customer sites to ensure we are top of mind for decision-makers. Top sellers spend around 5 days a month in person with customers.

Requirements

We care more about slope than resume keywords. Our ideal hire will have:

• A track record of excellence in a competitive, client-facing field, such as 3+ years of B2B sales with strong quota attainment, top-bucket performance in consulting, a post-sales or deployment seat at a technical company where you carried the real work of deals, or founding a company. Some of our best sellers had never carried a quota before Heron.
• Evidence you can sell: if you've carried a number, show us the attainment. If not, demonstrate persuasion through clients won, money raised, a side business built, or your application itself.
• Product and people minded: ability to enter an unfamiliar room, cut through the noise, and find where the value is. Comfort selling a technical product (e.g., using APIs, AI/LLMs) and credibility with both a head of underwriting and a CTO in the same meeting.
• Entrepreneurial spirit: an ownership mindset, results-driven, and the ability to move quickly.

We value the following behaviors:

• Be scrappy and creative: overcome obstacles through determination or find unusual approaches to navigate them.
• Be persistent: motivated to keep trying until you find the right answer or person, going the extra mile when needed.
• Be metrics-driven: thrive on meeting and smashing through targets, motivated by visible impact on the business.
• Excited to work in a fast-paced, high-growth, kind, and team-based environment. You'll be a great team player, valuing diversity and inclusion in the workplace.

Benefits

• Competitive compensation, including equity and uncapped commission. Advertised salary is the expected OTE of base + commission, but commission is uncapped, and you'll earn on every deal you work on.
• Based full-time and in-person in our NYC office with frequent travel to customers across the country and roughly annual company offsites.
• Your choice of top-of-the-line equipment to fit out your desk in our office.
• Competitive benefits package: health, dental, vision with partial coverage for dependents; 401K; uncapped PTO; parental leave.
• Free on-demand access to therapy via Spill.
• Weekly company lunches and breakfasts.

Pay

Compensation range: $200K - $300K (OTE of base + uncapped commission).