Account Executive

We need to output HTML fragment with sections: About the role? Actually the posting includes "About Tern" then "ACCOUNT EXECUTIVE" then "What You'll Do", "What You Have", "How This Role Is Measured", "WHAT WE VALUE @ TERN", "WHY JOIN TERN", "Compensation Range". We need to use

for section headings like About the role, Responsibilities, Requirements, Qualifications, Skills, Benefits, Pay, Schedule. However we must only include sections when posting has real specific content. The headings we can use: About the role (maybe corresponds to "About Tern"? Actually "About Tern" is about company, not role. The role description is under "ACCOUNT EXECUTIVE". Could map "About the role" to that. Responsibilities: "What You'll Do". Requirements/Qualifications: "What You Have". Skills: maybe "How This Role Is Measured"? Not exactly. Benefits: maybe "WHY JOIN TERN"? Actually benefits are not explicit; they mention competitive salary, equity, benefits package but not details. Could we include Benefits? The posting says "Competitive salary, equity, and benefits package" but no specifics. That's vague; we should not create Benefits section unless posting actually states them. It does mention competitive salary, equity, benefits package but not details; maybe we can include a short paragraph under Benefits? The rule: include a section ONLY when posting has real, specific content for it — never emit a heading followed by filler/placeholder text (e.g. "commensurate with experience", "not specified", "N/A", "varies", "TBD") and never create Pay/Schedule/Benefits sections unless the posting actually states them. It does state "Competitive salary, equity, and benefits package". That's somewhat specific? It mentions salary range later: Compensation Range: $150K - $200K. So we have Pay info. So we can include Pay section with that range. Benefits: they mention equity and benefits package but not details; maybe we can still include Benefits as they said "benefits package". That's somewhat vague but still a statement. However rule says never create Benefits sections unless posting actually states them. It does state "benefits package". So we can include a Benefits section with that phrase. Schedule: not mentioned. So omit Schedule. We also need to include sections like About the role, Responsibilities, Requirements, Qualifications, Skills, Benefits, Pay. Possibly also "How This Role Is Measured" could be under Skills? But we should follow the prescribed headings. Let's map: - About the role: use "About Tern" content? Actually About the role should describe the role. Could use the paragraph under "ACCOUNT EXECUTIVE" that describes role: "You will work directly with the Head of Sales and the COO..." etc. That's good. - Responsibilities: "What You'll Do" content. - Requirements: maybe "What You Have" content. - Qualifications: maybe "Highly Preferred" content? Or we could combine Requirements and Qualifications? But we need separate headings if content exists. We have "What You Have" (requirements) and "Highly Preferred" (preferred qualifications). So we can put Requirements under

Requirements

with the "What You Have" list. Qualifications under

Qualifications

with the "Highly Preferred" list. - Skills: maybe "How This Role Is Measured" content? That's more about metrics. Could also treat as Skills. But we could also put under Skills the measurement criteria? Might be okay. However we need to ensure we don't create thin sections. The measurement section has specific content; we can include as Skills. - Benefits: mention "Competitive salary, equity, and benefits package". Could be a short paragraph. - Pay: include compensation range $150K - $200K. We must not repeat job title as heading. The job title is "ACCOUNT EXECUTIVE". We'll not use that as heading. We must not include Job ID etc. We must remove boilerplate like cookie/navigation/legal/EEO etc. There's none. We must preserve all substantive information; do not invent or summarize away detail. So we need to keep the details, but we can format as lists. We need to use

• for any list of duties/requirements/benefits, and

  for prose. Thus for each section we need to decide if content is list or prose. Let's extract content. About Tern (company description) maybe for About the role? Actually About the role should be about the role, not company. But we have no explicit "About the role" paragraph besides the initial sentences before "About Tern". The first paragraph: "$127B industry. 14,000 advisors on Tern today, 20,000 by year end. We've grown 4x in the last year. An industry so tight that everyone talks to each other, resulting in Tern quickly becoming the system agencies trust to run their business on. You will work directly with the Head of Sales and the COO, sitting close to the largest deals in the industry. You get a chance to build a business, to help others build businesses, to ultimately help people travel- one of the most fundamentally life changing things you can experience. We are the best platform, now we need someone to own our mid-market deals the way they deserve to be run." That seems like role overview. We'll use that as About the role. Then "About Tern" section is company description; maybe we could treat that as About the role? But we already used that for role overview. Could we add another section like "About the company"? Not in allowed headings. So we might incorporate company description into About the role? But that would mix. However the instruction: "use

  for section headings (e.g. About the role, Responsibilities, Requirements, Qualifications, Skills, Benefits, Pay, Schedule)." It doesn't forbid other headings? It says use those for section headings. Likely we should stick to those headings only. So we need to map content to those headings. The company description could go under About the role? Might be okay as it's about the company but still relevant. However we already used the role overview for About the role. Could we combine both? Might be too much but permissible. Better: Use About the role for the role overview paragraph (the first block). Then we could omit a separate company description; but we must preserve ALL substantive information. If we omit company description, we lose info. So we need to include it somewhere. Perhaps we can put company description under About the role as well, after the role overview. That would still be under same heading, preserving info. Thus About the role section will contain two paragraphs: first about role overview, second about Tern company mission. Now Responsibilities: "What You'll Do" bullet list (actually paragraphs with bold headings). We need to turn into

  • . Each duty is a paragraph starting with a bold phrase. We'll extract each duty as list item. Let's list them: - Own a named book of agencies. Build and maintain a researched list of target agencies, typically 10 to 100+ advisors. Every account has a documented entry path before you reach out: a Tern user already inside the agency, a referral, a community or consortium connection, a real engagement signal, or specific research on their business. - Run every deal as a multithreaded deal. Map the account. Engage the economic buyer, the operations or back-office lead, and advisor-level users. Map who signs, who blocks, who champions. Get the signer on a call. Build a deal room with dates the customer has agreed to. Deal size does not change the standard. Sell the whole platform, including the back office. Run discovery with an agency's accounting or finance stakeholder on your own. Demo commissions, reconciliation, and supplier statements with confidence. Quantify what Tern is worth to the agency in dollars, not features. - Quarterback Deals. Bring product, implementation, SMEs or leadership into a deal with a written brief beforehand so the call does real work. You run the deal. You get the right people in the room at the right time and drive to close. - Close full commitments. Sell the whole cohort of seats up front, with staged billing where it helps the customer. Create urgency from real consequences: kickoff dates, implementation capacity, the customer's own timeline. Never from invented ones. - Forecast with precision. Weekly forecast submitted on time, every open deal complete in HubSpot, pipeline coverage maintained against target. Predictable attainment quarter after quarter, not a big month followed by two empty ones. - Hand off cleanly. A complete HubSpot record and a scoped implementation plan at close. Then implementation owns the relationship and you go find the next agency. - Feed the loop. Closed-lost reasons, recurring objections, and product gaps go back to marketing and R&D in a form they can act on. That's the responsibilities. Now Requirements: "What You Have" content: - Consistent quota attainment in full-cycle B2B SaaS. - 3+ years closing, ideally at least mid-market. - You can show quarter-over-quarter attainment, not one big quarter and a story about the rest. - Experience selling something operational. Systems of record, vertical SaaS, ERP, accounting or commissions tooling, anything where the buyer's back office had a vote. - You can learn what accrual accounting means for an agency and explain it in plain language. - A multithreading track record. You have closed deals that required an owner, an operator, and end users to all say yes, and you can walk through exactly how you got there. - Discovery depth. You uncover the real problem, quantify what it costs, and tie the solution back to dollars. You ask the question that gets a true answer instead of a polite one. - Pipeline rigor as a habit. HubSpot is complete because that is how you work, not because someone asked. Your forecast is accurate. Your next steps have dates. - Judgment in a small market. You know when to stop. You write like a person, not a template. You understand that one burned prospect in a tight community costs more than one deal. - You implement coaching. Feedback shows up in your next call, not your next quarter. Now Qualifications (Highly Preferred): - Highly Preferred Travel industry experience, especially with host agencies or consortia - Vertical SaaS with an accounting or commissions component - Account-based selling in a defined market - Experience running mutual action plans or deal rooms - Fluency with AI tools for research and call prep (research with AI, write as yourself) Now Skills: "How This Role Is Measured" content: - Monthly MRR quota, with accelerators above quota and GMV-based bonuses once quota is met - Pipeline coverage against target, built from named accounts - Weekly: forecast submitted on time, every open deal complete in HubSpot - Deal quality on named accounts: stakeholders engaged, buying roles documented, signer on a call, deal room with agreed dates - Full-seat commitments at close - Certification on the Tern platform, including accounting, within your first 60 days We'll put each as list items. Now Benefits: The posting says: "Competitive salary, equity, and benefits package". Also earlier: "WHY JOIN TERN?" includes bullet points: "Be part of a mission-driven team transforming the travel planning space", "Work with a supportive, curious, and creative team", "Sell a product that agencies run their business on, to buyers who care about the outcome", "Competitive salary, equity, and benefits package". So we can extract benefits as those bullet points. However the "Competitive salary, equity, and benefits package" is also under Pay? Actually Pay is separate. Benefits could be the other items: mission-driven team, supportive team, selling product etc. But those are more like "Why join". We'll treat Benefits section as the list under "WHY JOIN TERN?" excluding compensation