Founding Account Executive, Mid Market

Job Description

Job Description

PolyAI automates customer service through lifelike voice assistants that let customers lead a conversation. Our voice assistants make it possible for businesses to deliver outstanding customer service that rivals their human agents. Our customers, which include the world's leading logos, are expanding how they use our platform, driving automation of critical customer service operations and integrating PolyAI into their daily customer service workflows.

PolyAI builds Dialog AI that handles real customer conversations across voice, chat, and every channel in between — reservations, service calls, account management — with human-like fluency, at the scale of the world's largest enterprises. We're live with FedEx, PG&E, and category leaders across hospitality, financial services, and retail.

We're now building a dedicated Mid Market motion — cross-vertical, not tied to a single industry — and looking for the first Account Executive to help define it. This is a builder's seat: you'll be sourcing pipeline, running the sales cycle, and co-creating the partner-led GTM engine that the next wave of MM AEs will run on.

• 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

• 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)

• 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.

• 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

• 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

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.

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 programs

Menopause care program with Maven

Participation in the company's employee share options plan

Flexible PTO

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 programs

Menopause + family planning care program with Maven

Competitive Healthcare plan: We offer health insurance through Manulife. Full details on the plan will be shared with you on your first day

At PolyAI, we take great pride in our values - they guide everything we do. We believe that a strong culture leads to meaningful work and lasting impact.

Our core values are:

Only the best
We expect the best from our people, we hire people that expect the best from themselves, and we nurture this drive for excellence.

Ownership
We care deeply about what we do. We take ownership of our initiatives, decisions and outcomes.

Relentlessly improve
We demand more from ourselves and are always evolving. Continuous, obsessive improvement is the only way we will transform the world of conversational AI.

Bias for action
Our world moves quickly and so do we. We take calculated risks and we deliver impact fast.

Disagree and commit
We are all working toward the same goal. If we donʼt agree with something, we work hard to understand it and when a decision is made, we accept it and give it our all.

Build for people
We want the world to enjoy the experiences they have with us. We are building for a future that prefers automation.

PolyAI is proud to be an equal-opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. All employment decisions at PolyAI will be based on the business needs without attention to ethnicity, religion, sexual orientation, gender identity, family or parental status, national origin, neurodiversity status or disability status.

Kindly find the Privacy Notice for our recruitment process by following the link here. This document provides important information regarding how we handle your personal data throughout the recruitment journey.