Account Executive

Location

Fully remote, open to candidates located within the United States in approved hiring states: AL, AZ, CO, FL, GA, ID, IL, IN, MA, MD, MI, MO, NC, NJ, OH, OK, OR, PA, SC, TX, UT, VA, VT, WA, WI.

Company Overview

SignalWire is a cloud communications and voice AI company built on FreeSWITCH infrastructure. Its programmable voice, video, messaging, and AI voice agent APIs give developers and enterprises the building blocks to create modern communication experiences.

Position Overview

This is a hunter role that leverages existing outbound cadences, sequencing, and messaging playbooks. The focus is on prospecting, building pipeline, and closing complex enterprise deals. Feedback from the field will inform playbook evolution. The role joins a small team of tenured Account Executives and a Sales Operations Manager, reporting to the Vice President of Sales with visibility into company strategy. While the primary focus is landing new logos, the role also involves cross‑sell, upsell, and renewals to build long‑term relationships.

Key Responsibilities

• Revenue Generation: Generate and close net‑new enterprise opportunities; achieve or exceed assigned annual ARR quota; manage complex enterprise sales cycles from prospecting through close.
• Pipeline Development: Execute a self‑sourced outbound pipeline using established cadences, sequencing, and messaging; generate qualified enterprise meetings through proactive outreach; identify and engage key stakeholders across technical and executive buying groups; meet monthly self‑sourced meeting targets and maintain a defined minimum share of total pipeline generated through outbound activity.
• Operational Discipline: Maintain accurate pipeline and opportunity tracking in Salesforce; provide reliable forecasts and pipeline visibility; apply structured deal qualification methodologies; respond to formal RFPs/RFIs and coordinate cross‑functional teams to meet procurement requirements.
• Cross‑Functional Collaboration: Partner with product, marketing, and leadership teams to share customer insights and inform positioning and messaging.
• First 90 Days: Become fully ramped on established outbound cadence, sequencing, and messaging; develop clear command of the target buyer, key stakeholders, and qualification process.

Required Qualifications

• Proven ability to execute outbound pipeline generation consistently and independently.
• 3–6+ years of B2B SaaS or enterprise technology sales experience.
• Demonstrated experience closing complex enterprise deals.
• Track record of top‑quartile quota attainment.
• Experience selling to both technical and executive buyers.
• Hands‑on experience using AI tools for sales tasks such as prospecting, messaging, or call analysis, with measurable impact on pipeline or deal outcomes.
• Experience managing enterprise sales cycles and procurement processes.
• Comfortable acting as a subject‑matter expert to inform outbound content, messaging, and team enablement within a leadership‑defined process.
• Ability to operate independently within a defined process while maintaining high accountability in a fast‑moving, early‑stage environment with evolving processes.

Preferred Qualifications

• Direct experience selling CPaaS, UCaaS, or CCaaS platforms.
• Experience selling developer tools, API‑based platforms, or other infrastructure/developer‑adjacent technologies.
• Experience working in early‑stage or high‑growth companies.
• Experience following structured outbound sales playbooks.
• Experience selling into developer‑led organizations.

Compensation

OTE range for this position is $130,000 to $140,000 USD annually, split 50/50 between base and commission. Commission is uncapped. Actual compensation within this range will be determined by location, relevant experience, skills, and scope of responsibilities. This role is also eligible for an equity grant.

AI Usage Disclosure

Artificial intelligence tools may be used to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist the recruitment team but do not replace human judgment; final hiring decisions are made by humans.