Senior Account Executive (API)

About Respondent

Respondent is building a fully autonomous research platform, where specialised agents do the heavy lifting of recruiting, screening, interviewing and analysing, while the people doing the research stay in the loop and in control of the questions that matter. Everything we build is grounded in one thing: deeply understanding people and why they do what they do.

We own and verify our own panel of 4.3M+ participants across 150+ countries, from everyday consumers to credentialed experts, and that depth of data about real people is what makes the platform work. Teams at Microsoft , IBM , P&G , OpenAI and Anthropic use us for user research, customer research and AI evaluation, whether that's talking to the users they're winning and losing, measuring how a market thinks, or putting domain experts in front of models to evaluate and align them.

We're profitable , around 35 people across Sydney and the US, and we've spent a decade learning how to match the right human to the right study. The next chapter is turning that into a platform where agents run the work end to end and researchers direct it. We're hiring a Senior AE (API) to accelerate our growth.

The role

This is a full cycle hunting role for a Senior Account Executive focused on API partnerships. You will find, pitch, and close platforms that want to embed Respondent's participant supply into their own products, from first conversation through signed MSA.

Your buyers are founders, product leaders, and partnership and BD heads at research tech, survey, and AI companies. These deals are strategic: they involve technical evaluation, integration scoping, volume based commercial models, and multi party negotiation. You will build your own pipeline, carry a quota you are accountable for closing, and work closely with product and legal to get partners live and scaling.

Please Note: this role requires you to work Pacific Time for the remote arrangement to work.

Your impact

• Own the full sales cycle for new API partnerships, from prospecting and discovery through integration scoping, negotiation, and signed MSA
• Identify and map the partner landscape, including research platforms, survey and feedback tools, AI moderation and synthesis products, and other software that can embed participant recruitment
• Build pipeline you own through targeted outbound, ecosystem relationships, and referrals, rather than waiting for inbound demand
• Run discovery with founders, product, and BD leaders to understand their product roadmap, customer demand for recruitment, and integration requirements
• Liaise with our engineers to run technical evaluations and sandbox pilots and get partners over the integration line and live quickly
• Build business cases and commercial structures for API deals, including volume tiered pricing, minimum commitments, and multi year terms
• Negotiate MSAs and order forms, working with leadership and legal on non standard terms
• Forecast accurately and keep your pipeline, partner status, and activity current in Zoho CRM
• Hand off signed partners to the API Account Management team with a clear launch and ramp plan so usage grows from day one
• Feed partner and market signal back to product and leadership to shape the API roadmap and our partnership strategy

✨ What you bring

• Eight or more years of full cycle B2B sales experience, including at least three years selling API, platform, data, or infrastructure products to other software companies
• A track record of closing strategic partnership or embedded deals with meaningful annual contract values, and consistently hitting or exceeding quota
• Proven hunter who can open doors with founders and product leaders and build a partner pipeline from scratch
• Enough technical fluency to discuss APIs, integration patterns, and usage based models credibly, and to run integration conversations with partner engineering teams
• Experience structuring and negotiating usage based or volume tiered commercial agreements, MSAs, and minimum commitments
• Strong pipeline discipline and CRM hygiene in Zoho CRM or similar
• Excellent written and verbal communication, with the ability to build business cases for both technical and commercial stakeholders
• Comfort operating with autonomy in a fast moving environment, and a builder's mindset that improves process rather than waits for it

✨ Nice to have

• Experience selling into research tech, survey, customer feedback, or AI companies
• Familiarity with the user research, market research, or participant recruitment landscape
• Existing relationships with product or BD leaders at research and insights software companies
• Experience selling a two sided marketplace, or a product with both platform and API motions

Why you’ll love it here

• Competitive base salary plus uncapped variable compensation
• A high trust, high ownership team that gives you room to run
• The chance to shape a fast growing partnership channel and put Respondent's panel inside the products researchers already use
• A profitable business with startup pace and no runway anxiety.
• A small team across three continents: Sydney, Manila and the US

Please Note: this role requires you to work Pacific Time for the remote arrangement to work.