Account Executive - SMB

About the role

The Account Executive will own the full sales cycle across SMB, Mid-Market, and Commercial accounts. They will generate pipeline, advance qualified opportunities, and close new business while serving as a trusted advisor to data science, analytics, and platform/IT leaders.

Responsibilities

• Own the full sales cycle—prospecting through close—across SMB, Mid-Market, and Commercial accounts.
• Build and execute outbound prospecting plays targeting key accounts, buying personas (data scientists, analytics leaders, platform/IT), and high-intent expansion opportunities.
• Monitor Qualified’s lead queue and buying signals in real time so the right prospects get a fast, well-informed response.
• Run consultative discovery to understand each team’s workflow, governance constraints, technical environment, and what “good” looks like for them in 12 months.
• Deliver tailored demonstrations that connect Posit Workbench, Posit Connect, and Posit Package Manager to concrete customer use cases.
• Develop account strategies, map buying committees, and build executive relationships that move complex, multi-stakeholder cycles forward.
• Lead proposals, commercial negotiation, procurement, and legal—closing business cleanly and on terms both sides can live with.
• Keep a healthy pipeline with disciplined opportunity management, honest forecasting, and consistent Salesforce hygiene.
• Provide reliable weekly forecasts, commit/upside calls, and pipeline insights to sales leadership.
• Consistently hit and exceed monthly, quarterly, and annual revenue targets.
• Assist Partner closely with Qualified to convert high-intent inbound opportunities and get the most out of every AI-generated handoff.
• Co-sell with our ecosystem partners—Databricks, Snowflake, AWS, Microsoft, and Google—to meet customers where they already work and accelerate time-to-value.
• Work across Solutions Engineering, Customer Success, Marketing, Product, and Leadership to deliver one continuous customer experience.
• Bring customer signal back inside the company—what’s landing, what isn’t, what we’re missing—to sharpen messaging, qualification, and our go-to-market motion.

Requirements

• Couple years of full-cycle SaaS sales experience with a clear track record of exceeding quota in Commercial segments.
• Demonstrated success running both inbound and outbound motions, including self-generated pipeline.
• Experience selling complex software to a mix of technical and business stakeholders.
• Strong consultative selling skills: you can uncover the real problem, build a credible business case, and guide a buying committee to a decision.
• Fluency with a qualification framework such as MEDDIC, MEDDPICC, Challenger, or similar.
• Sharp verbal, written, and presentation skills—comfortable with individual contributors and with executive decision-makers.
• Disciplined forecasting and CRM craft, including Salesforce, Qualified, Gong, and modern sales engagement platforms.
• Highly organized and self-motivated, with the temperament to thrive in a fast-paced, remote-first environment.

Qualifications

• Experience using AI-powered sales tools and automation to lift productivity and conversion.
• Genuine curiosity for data science, analytics, developer tooling, and how engineering teams adopt new infrastructure.
• Experience selling data, analytics, developer, infrastructure, or technical platform products.
• Prior experience with Qualified, Drift, or other AI-powered conversational sales platforms.
• Familiarity with open-source data science tools—R, Python, Quarto, Shiny, the tidyverse—or comfort getting up to speed quickly.
• Experience selling to technical buyers: data scientists, analysts, engineers, architects, and IT/platform leaders.
• Experience inside product-led growth motions and driving free-to-paid conversion.
• Track record of mentoring newer reps or contributing to sales process and playbook improvements.

Skills

• Experience using AI-powered sales tools and automation to lift productivity and conversion.
• Genuine curiosity for data science, analytics, developer tooling, and how engineering teams adopt new infrastructure.
• Experience selling data, analytics, developer, infrastructure, or technical platform products.
• Prior experience with Qualified, Drift, or other AI-powered conversational sales platforms.
• Familiarity with open-source data science tools—R, Python, Quarto, Shiny, the tidyverse—or comfort getting up to speed quickly.
• Experience selling to technical buyers: data scientists, analysts, engineers, architects, and IT/platform leaders.
• Experience inside product-led growth motions and driving free-to-paid conversion.
• Track record of mentoring newer reps or contributing to sales process and playbook improvements.

Benefits

Competitive compensation with extensive human-first, people-focused benefits to prioritize your personal and financial well-being. Individual pay decisions are based on a number of factors, including qualifications for the role, experience level, and skillset. The hiring range includes base salary and commission. In addition, we offer an annual cash bonus, targeted at 10% of base pay, that pays out based on company performance and a cash grant that vests over 4 years. This hiring range assumes that the job will be performed in the United States.

Pay

Working At Posit We welcome all talented colleagues and are committed to a culture that represents diversity in all its forms. We prioritize giving ourselves “focus time” to get deep work done. We minimize meetings and attempt to operate asynchronously. We are a learning organization and take mentorship and career growth seriously. We hope to learn from you and we anticipate that you will also deepen your skills, influence, and leadership as a result of working at Posit. We operate under a unique sustainable business model: We have over 50% of our engineering dedicated to creating free and open source software. We are profitable and we plan to be around decades from now. Posit is a Public Benefit Corporation (PBC) and a Certified B Corporation®, which means our open-source mission is codified into our charter. As a result, our corporate decisions balance the community's interests, customers, employees, and shareholders. Hear more about why we think this matters here.

Schedule

Posit offers a flexible environment with a generous vacation policy that encourages a minimum of four weeks PTO per year plus 15 paid company holidays.