Founding Account Executive, Mid Market

What You'll Be Doing

• Own full-cycle sales for mid-market prospects across verticals — discovery through close
• Partner with Strategic Alliances and Channel to build repeatable GTM motions with top integration and channel partners that generate qualified pipeline
• Source and engage prospects to understand their goals, constraints, and operating environment — then map PolyAI's Dialog AI to measurable business outcomes
• Build and execute territory plans to identify and prioritize high-potential mid-market accounts
• Generate pipeline through outbound prospecting, your own network, and coordinated work with marketing and partnerships
• Build mutual action plans that align stakeholders, timelines, and decision criteria
• Run structured discovery, quantify business impact, and manage multi-stakeholder buying processes to close
• Maintain strong CRM hygiene and accurate forecasting; operate on a clear weekly cadence
• Collaborate cross-functionally (Solution Engineering, Partnerships, Enablement, Legal, Product, Finance) to move deals forward
• Help shape the MM playbook — messaging, sales process, partner motion — that scales as the team grows

You'd Be a Great Fit If You Have

• A proven track record in a closing role, carrying and exceeding quota in a SaaS environment
• Have run full-cycle, multi-stakeholder deals, including senior/exec-level engagement
• Are strong at self-sourced outbound — you don't wait for pipeline, you build it
• Have experience working with or through partners (channel, alliances, integrations) to generate or accelerate deals
• Are comfortable with ambiguity — you'd rather build the process than inherit one
• Bring strong forecasting discipline and can set clear short- and long-term priorities
• Are fluent with sales tools (Salesforce, Outreach/Salesloft, LinkedIn)

What We're Looking For

• Grit / Horsepower / Fire to Be Great — a refusal to accept average. It shows in how they talk about losses, how they respond to rejection, and whether they've done hard things just to prove they could.
• AI-Native Mindset — they can't imagine working without it. They've built prompts, tinkered, and have real opinions. In a Dialog AI company selling to skeptical buyers, an AE who can't articulate what makes AI powerful has a credibility problem before they open their mouth.
• Genuine Curiosity — they ask better questions than most people have answers for, and do research nobody asked them to do. In a complex technical sale into a new vertical, curiosity is what separates reps who hit a wall from reps who find a way through it.
• Builder's / Founder's Mindset — energized by blank pages, not paralyzed by them. They've built something from nothing without waiting for permission or a playbook. Comfortable with ambiguity; creates structure instead of waiting for it.
• Resiliency + Adaptability — they've been knocked down and didn't collapse, complain, or coast. Not about positivity — about how fast they reset and what they do with the information a setback gives them. Things will break; we need people with high pain tolerance who fix things, not people who need things fixed for them.

Nice to Have

• Experience selling into more than one vertical or industry
• Familiarity with structured sales methodologies (MEDDPICC, Command of the Message, Challenger)
• Experience building or scaling a new segment/motion from the ground up
• Background working with technical integrations or platform partners

Why Join Now

• Be the founding AE on a net-new segment with direct influence over how it's built
• Sell a product with fast time-to-live and clear, provable ROI
• Work directly with GTM leadership to shape territory design, partner motion, and comp/process as the team scales
• Join a team with high standards, low ego, and a bias for action

Pay

We provide a competitive salary range for this role - which is $80,000 - $90,000 base salary / $160,000 - $180,000 OTE (USD) - depending on level and experience. Please note this range is intended as a guide, not a guarantee. Final compensation will be based on individual qualifications, relevant experience, and the scope of the role. In addition to salary, this position includes equity in the business, giving you the opportunity to share in the company's long-term success.

US Benefits

• Participation in the company's employee share options plan
• 100% of Single Cost (employee) and 70% of Dependent for medical, dental & vision
• Life Insurance
• STD and LTD
• The opportunity to contribute to the company's 401k plan
• Flexible PTO policy + 11 designated company holidays
• Annual learning and development allowance
• We're all about making WFH work for you - that's why we offer a one-off WFH allowance when you join. Offering perks like noise-cancelling headphones or a comfortable desk chair to boost your comfort and focus!
• Enhanced parental leave
• Company-funded fertility and family-forming programmes
• Menopause care programme with Maven

Canada Benefits

• Participation in the company's employee share options plan
• 20 days vacation
• Annual learning and development allowance: We will reimburse the costs of any certified and non-certified training, including conferences, events, books and subscriptions that are relevant to your role at PolyAI, in addition to any formal training that the company offers
• We're all about making WFH work for you - that's why we offer a one-off WFH allowance when you join. Offering perks like noise-cancelling headphones or a comfortable desk chair to boost your comfort and focus!
• Company-funded fertility and family-forming programmes
• Menopause care programme with Maven
• Competitive Healthcare plan: We offer health insurance through Alliance. Full details on the plan will be shared with you on your first day