B2B SaaS Account Executive, Inbound-Led Sales

About Cobalt Intelligence

Cobalt Intelligence provides business data APIs that help companies automate business verification, underwriting, compliance, and other workflows that rely on accurate business data.

Our customers include lenders, fintech companies, and software providers that need reliable business information without manually searching government websites or maintaining their own data infrastructure.

We're growing, generating strong inbound interest, and looking for our first dedicated Account Executive.

Interested in learning more about this job Scroll down and find out what skills, experience and educational qualifications are needed.

About the role

We're currently generating 150–200 new trials and 30–50 demo requests every month. Up to this point, our founder has handled the sales conversations himself. Now we're looking for someone who can take ownership of that demand, improve our conversion rates, and help us build a more repeatable sales process.

Most deals are around $1,500 in monthly recurring revenue. Some are smaller, while others have the potential to be considerably larger.

Typically, a prospect comes in with a use case, we explore their technical requirements, show them how our APIs work, provide trial access and documentation, and help them get started. Some buyers are ready to purchase after one conversation. Others need to test data accuracy, involve developers, compare providers, work through pricing, or get internal approval.

Those more involved opportunities are where we see the biggest opportunity to improve.

We need someone who can jump into the existing process and start running deals, while bringing stronger discovery, qualification, follow-up, and deal management to the table. You'll help us build out the process over time, working closely with the founder to figure out what's working, what's missing, and what we should change.

We're not looking for someone to spend their first three months building a sales playbook. We need someone who can sell today and help us get better as we grow.

You'll own the sales conversations and commercial process. Our founder will initially support as a technical solution consultant while you develop your product knowledge.

What you'll be doing

• Own the sales cycle. Handle inbound demo requests, qualify opportunities, run discovery and demos, manage evaluations, negotiate, and close deals. Some deals move quickly; others need a more involved process.
• Run meaningful discovery. Go beyond technical requirements to understand the buyer's current process, what's not working, the business impact, why they need to change, and what's driving them to act.
• Connect the solution to the problem. Understand the customer's requirements and show them how Cobalt fits into their workflow. You should be able to adapt your approach depending on whether you're speaking with a developer, an operations leader, or a business executive.
• Manage trials and technical evaluations. Work with buyers to establish what they're testing, what success looks like, who needs to be involved, and when they'll make a decision. Coordinate technical support, address blockers, and keep things moving.
• Prospect into existing demand. Reach out to new trial users, re-engage old trials and stalled opportunities, and turn existing interest into sales conversations. This is primarily inbound today, with the potential to develop more outbound prospecting over time.
• Own the follow-up. Stay on top of deals, hold buyers accountable to their commitments, and have relevant conversations that move opportunities forward. We're looking for more than generic check-in emails and automated sequences.
• Qualify, disqualify, and prioritize. With this volume of inbound demand, you can't treat every opportunity equally. You'll need to identify where there's genuine potential, focus your effort accordingly, and know when to walk away.
• Manage your pipeline. Keep Close CRM organized, with clear next steps, accurate records, and realistic forecasts. Nothing should fall through the cracks because you forgot to follow up.
• Help develop our sales process. Bring your own experience and ideas, work with the founder to improve our approach, and help turn what's currently a founder-led sales motion into something we can continue to scale.

What we're looking for

• Proven B2B SaaS closing experience. Ideally, you've worked in an inbound or relatively high-volume environment where you're managing multiple deals at different stages.
• Strong discovery skills. You know how to uncover business problems, quantify their impact, understand urgency, and establish why a buyer should make a change.
• A defined approach to selling. You're familiar with established sales methodologies or discovery frameworks, and you've actually used them. You should be able to explain your sales process, why you do things a certain way, and how you adapt to different buyers.
• Experience managing real sales cycles. You know how to get beyond a successful demo, manage evaluations, navigate stakeholders, work through objections, and help buyers reach decisions.
• Excellent organization and prioritization. You're comfortable managing a busy pipeline, executing consistent follow-ups, and knowing which opportunities deserve your time.
• Strong qualification skills. You don't confuse interest with buying intent. You know how to recognize a real opportunity, identify what might prevent a purchase, and disqualify when necessary.
• A proactive approach. You're comfortable making calls, initiating conversations, and reviving opportunities. You don't need somebody telling you which deal to follow up on next.
• Coachability and adaptability. You have your own sales experience and opinions, but you're open to feedback, willing to review calls, and comfortable adjusting your approach as we refine the process.
• AI lover. You love using AI and are using it to help you magnify your output. But you edit out the em dashes.

Experience selling a technical SaaS product is a strong advantage. APIs, developer tools, data products, or other technical solutions would be especially relevant.

You don't need to be an engineer or deeply technical on day one. You should be curious, comfortable learning technical concepts, and able to communicate with developers, product teams, and business stakeholders.

This is a hands-on sales role. We want someone who enjoys selling, takes ownership of their results, and can bring structure and consistency to a growing sales operation. xhyhwjd

You'll have a healthy volume of existing demand, direct access to the founder, and the opportunity to play a meaningful role in shaping how Cobalt sells as the business grows.