Enterprise Account Executive

Enterprise Account ExecutiveEmployees are confused about their benefits, and the leaders funding that second-largest expense often can't tell what's working. Avante is changing that: We're an AI-native benefits intelligence platform already trusted by brands like Samsung, News Corp, and Zscaler, with two purpose-built agents. Carly gives employees personalized, always-on guidance, and Ava gives benefits leaders analyst-grade answers on cost, utilization, and outcomes in seconds, closing the loop between employee experience and strategy.We're looking for an Enterprise Account Executive to run a full enterprise patch of self-funded employers, spanning the 2,500-employee mid-market on the low end up through Fortune 500 strategic accounts. You'll own the entire deal, from first conversation through signature, with the goal of landing new logos that look like the customers already on our roster: Goldman Sachs, Samsung, Zscaler, News Corp, SurveyMonkey, Navan, Real Chemistry, Datavant, Calix, Personify, and F5.The buying committee for Avante is multi-stakeholder by default. You'll multi-thread across Total Rewards, Benefits, HR Operations, HRIS, IT Security, and Finance, and you'll need to credibly explain to each of them why Avante is different from the ben admin platform, the decision support tool, and the point solutions they already own. Avante is not a replacement for any of those. It's the intelligence layer that connects them. Selling that distinction well is the hardest and most important part of the job.You'll also work hand-in-hand with our channel partners. About half of enterprise benefits decisions run through brokers and consultants, and Avante has formal partnerships with OneDigital, Howden, and Segal Benz, plus growing relationships across the broker ecosystem. The right person for this role treats brokers as force multipliers, not gatekeepers, and knows how to co-sell without losing the buyer relationship.This role reports to the CRO. We're hiring across a range of experience. If you're a senior enterprise closer who has carried seven-figure quotas at F500 accounts, you'll find one of the largest greenfield opportunities in HR tech sitting in front of you. If you're earlier in your enterprise career and ready to step up, you'll get a patch big enough to grow into and the support to win in it. What we care about most is whether you can run a complex, multi-threaded enterprise deal, build durable relationships with executive buyers, and operate with the urgency of a founder.What You'll DoOwn a named enterprise patch end-to-end. You'll work a defined account list spanning mid-market enterprise through Fortune 500. Build the territory plan, prioritize the accounts, develop the relationships, run the cycles, and close the business. The patch is yours.Multi-thread into complex buying committees. Avante deals are won and lost on access. You'll build relationships with CHROs, Heads of Total Rewards, Benefits Directors, CFOs, and the IT and Security leaders who clear the path. You'll know who the economic buyer is, who the champion is, who the blocker is, and what each of them needs to see before they sign.Sell the closed-loop story, not a feature list. Avante is in a new category. Buyers compare us to ben admin platforms, decision support tools, care navigation vendors, and point solutions, and none of those comparisons are quite right. Your job is to teach the market what benefits intelligence is, why the closed loop between Carly and Ava matters, and why purpose-built agents beat generic AI bolted onto legacy systems.Co-sell with brokers and consultants. Roughly half your pipeline will touch a broker or consultant. You'll work side-by-side with OneDigital, Howden, Segal Benz, and the broader broker ecosystem. That means knowing the consulting firms in your patch, building real relationships with the consultants who influence your accounts, and structuring co-sell motions where everybody wins.Run rigorous demos and POCs. Ava reasons live. Carly answers real benefits questions. The product sells itself when it's in front of the right people, on the right data, asking the right questions. You'll partner with our Sales Engineering team to scope and run technical evaluations, including 30-day implementations that get customers live before most vendors finish a security review.Build a quarterly forecast you can defend. You'll own a clean pipeline, a defensible forecast, and a clear plan to hit. Stages have meaning here. We expect MEDDPICC-level rigor on every six-figure-plus opportunity, and we expect you to bring deal risks forward early rather than at the end of the quarter.Use AI as a core part of how you work. Sellers at Avante use AI tools daily to research accounts, draft outbound, prep for executive meetings, build mutual close plans, and turn call transcripts into next-step plans before the customer is off the Zoom. If you've been operating like a traditional AE who occasionally tries AI, this is not the right seat. We want sellers who are already rewiring their workflow around what AI makes possible.Partner across GTM. You'll work tightly with Sales Development, Sales Engineering, Marketing, Customer Success, and Product. You'll bring customer signal back into the company with urgency, and you'll trust your peers to do their parts so you can stay focused on what only you can do: closing.Adapt as we grow. The patch, the playbook, and the partner motion will evolve as Avante scales. You should expect your territory and product surface to expand over time, and you should welcome that.What We're Looking For5–10+ years of quota-carrying SaaS sales experience, with at least 3 years closing enterprise deals at $150K+ ACV into HR, Benefits, Finance, or adjacent buying centersA track record of consistently hitting or exceeding quota in a complex, multi-stakeholder enterprise saleDemonstrated ability to run new-category or evangelical sales, where you have to teach the buyer what the product is before you can sell itExperience co-selling with channel partners, ideally brokers, consultants, or systems integratorsExecutive presence and written communication strong enough to credibly engage CHROs, CFOs, and their direct reportsActive, hands-on use of AI in your day-to-day selling motion, not just curiosity about itA clean, methodical approach to pipeline, forecast, and deal qualification (MEDDPICC or equivalent)Comfort operating at startup pace with startup ambiguity, while running enterprise deal cycles with enterprise disciplineNice to HaveDirect experience selling into benefits, HR tech, or healthcare to self-funded employersExisting relationships in the benefits broker and consultant ecosystem (Mercer, Aon, WTW, Gallagher, Lockton, OneDigital, Howden, Segal Benz)Experience selling AI-native or data-intensive platforms where buyers need to be educated on what the product actually isEarly-stage startup experience where you helped build the playbook, not just run itA network of CHRO, Total Rewards, or Benefits leader relationships you can reactivate from day oneWhat We OfferCompetitive base salary, and meaningful early-stage equity.Full benefits (medical, dental, vision, 401(k)).OTE of $250,000 - $300,000.How We WorkOur four values aren't aspirational. They translate into concrete operating tenets that shape how we make decisions every day.Beat Yesterday. We re-evaluate our own toolkit every quarter, because the workflows that made you effective three months ago may already be outdated. We act on 70% of the information rather than waiting for certainty. We timebox, execute, and iterate, getting work in front of real people quickly instead of polishing in isolation. And we own our output regardless of how we produced it. AI can get you 80% of the way there. Everything that goes out with your name on it is your responsibility to review, refine, and stand behind.Embrace Type 2 Fun. We take on hard problems and find meaning in the work, even when it's uncomfortable. We assume good intent and follow up directly rather than venting