Enterprise Account Executive - Americas (West)

About Ashby We’re building the next generation of enterprise software and we’re starting with a suite of products that empower talent leaders, recruiters, and hiring managers to be a driving force for revenue & efficiency via a holistic, data-centric talent strategy. We are well funded and backed by great investors, including Y Combinator, Elad Gil and Lachy Groom. We have thousands of amazing customers including Snowflake, OpenAI, Shopify, Ramp, Notion, and Zapier. Revenue and headcount are growing 100% Y/Y and we are only at the first steps toward a much larger opportunity. About This 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 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. Your ability to excel in the areas listed below and your appetite for continuous growth & improvement will be key. 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. You Could Be a Great Fit If 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. Your peers describe you as 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 healthy ambiguity. You’ll help us refine our Enterprise go‑to‑market motion to maximize the segment's results over time. You are willing to travel for company events, customer meet‑ups and on‐sites. You May Not Be a Great Fit If You dislike prospecting. Enterprise reps at Ashby are responsible for sourcing half or more of their pipeline to complement our robust inbound lead flow. You prefer to leave demos "to the experts." While you can expect Solutions Engineering support, our most successful AEs are those with strong curiosity and deep product acumen. You’re more of a relationship builder who focuses on selling into the install base. This is a new‑business oriented role. You’re a lone wolf. You prefer to go it alone in your pursuit of new business. We believe in a team‑selling sales model. Bonus Familiarity with Talent Acquisition and HR tools and workflows. A network that includes Heads of Talent you can tap into. Interview Process Intro Call (30 min) – Meet with a Recruiter to discuss your fit for the role and address questions about our market and solution. Written Exercise – Complete a short take‑home assignment to showcase your outbound muscle. Experience Deep Dive (60 min) – Walk the Hiring Manager through your career journey in detail to highlight your experience, achievements, and learning points. Challenge Interview (90 min) – 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—you can 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 401(k) match. Ashby provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, genetics, sexual orientation, gender identity, or gender expression. We are committed to a diverse and inclusive workforce and welcome people from all backgrounds, experiences, perspectives, and abilities. Compensation Range: $270K - $315K #J-18808-Ljbffr P2P