Enterprise Account Executive - Americas (West)

About the role

You will help us win Enterprise (1,000+ employees) accounts by managing the full sales cycle from pipeline generation through to won. You can expect to own a curated list of excellent fit, high propensity accounts as well as a geographic territory with significant market opportunity. In this role, you'll primarily focus on new logo acquisition via a healthy mix of inbound and outbound, while also covering a small number of customer accounts for expansion and upsell.

Role Requirements

• You have a multi-year track record of exceeding $1M+ quotas, selling complex SaaS technologies to large organizations
• You have closed many $100K+ ARR sales which require consensus building and executive engagement
• You have a demonstrated ability to win highly competitive opportunities by identifying pain and business impacts and connecting those to strategic initiatives of the leadership team
• You are a hunter at heart and are comfortable self-sourcing a majority of your own pipeline
• You have a growth mindset and are excited to tackle the challenges of a high growth startup

Qualifications

• You demonstrate mastery of clear communication. You ask questions with precision and can explain complex concepts in simple terms. You eschew business jargon.
• You skillfully guide prospects through their entire buying process—engaging the right stakeholders at the right time to create consensus for a strategic technology decision.
• You become both a product and industry expert. You create ‘Ah ha!’ moments in collaboration with your Solutions Engineer to build momentum & solve customer-specific challenges.
• You are detail oriented. You send timely & crisp follow-up emails. You take pride in internal operations, like real-time CRM updates.
• You have strong business acumen. You help customers connect the dots between technical problems and their business impact. You craft compelling cases for change.
• You're excited to land the biggest deals we've ever done. You are diligent and gritty and have demonstrated perseverance to win long, competitive sales cycles.
• You're a creative problem solver and comfortable with some healthy ambiguity. You'll help us refine our Enterprise go-to-market motion to maximize the segment's results over time.
• You're willing to travel for company events, customer meet ups and on-sites.

Bonus Familiarity

• Familiarity with Talent Acquisition and HR tools and workflows
• A network that includes Heads of Talent you can tap into

What We Value

• We spend a lot of time building best-in-class products since we believe a highly differentiated product is easier to sell.
• We aim to provide both product & industry expertise whenever we interact with prospects and customers.
• We strongly believe that small teams with very talented people (and the right work environment) deliver much better performance than teams with large headcount. We hire and compensate accordingly.
• We value a strong sense of ownership, principled thinking over experience, and thoughtful communication.

Interview Process

• Intro Call (30 min) - You'll meet with a Recruiter to discuss your fit for the role and address questions about our market and solution.
• Written Exercise - You'll complete a short take home assignment to showcase your outbound muscle.
• Experience Deep Dive (60 min) - You'll walk the Hiring Manager through your career journey in some detail to highlight your experience, achievements, and points of learning to understand how you've developed into the professional you are today.
• Challenge Interview (90 min) - This will be made up of two parts: Discovery and Demo Role Play (60 min), Deal Strategy Discussion (30 min).

Benefits

• Sell a product that our customers are truly excited about.
• Fairly set, achievable quotas. Typically, greater than 65% of AEs are at or above quota.
• Unlimited PTO with four weeks recommended per year
• Generous equipment, software, and office furniture budget. Get what you need to be happy and productive!
• 10-year exercise window for stock options. You shouldn’t feel pressure to purchase stock options if you leave Ashby —do it when you feel financially comfortable.
• $100/month education budget with more expensive items (like conferences) covered with manager approval.
• If you’re in the US, top-notch health insurance for you and your dependents with 100% of all premiums covered by us, Flexible Spending Accounts and 401K match.

Career Growth

• We are committed to a diverse and inclusive workforce and welcome people from all backgrounds, experiences, perspectives, and abilities.
• We are committed to a fair and transparent hiring process.

Equal Employment Opportunity

We are committed to a diverse and inclusive workforce and welcome people from all backgrounds, experiences, perspectives, and abilities. Ashby is committed to a fair and transparent hiring process.