Senior Account Executive

About the Company With over $30M in initial seed funding, our client gives every employee an always-on expert for every service request, inside the tools they already use. Built for companies whose IT, HR, and operations teams are stretched thin managing requests across a dozen tools. Our solution gives these teams a single AI-native platform to build and deploy their own AI agents, extending Enterprise Service Management far beyond IT into HR, Legal, Finance, and Operations - so every team can automate its own requests, approvals, and workflows without writing code. This solution removes the manual work from enterprise service without removing the humans who should own the hard problems. Built for IT and HR teams that are done waiting for their service platform to catch up with the rest of the business. About the Role What you’ll do: Own the full sales cycle end to end - from prospecting and discovery through demo, negotiation, and close - carrying a quota. Responsibilities Run multi-threaded sales cycles with IT, HR, and Operations stakeholders, from individual practitioners up to VP and C-suite buyers. Develop deep understanding of prospects’ ITSM workflows and pain points, and translate our AI automation capabilities into clear, quantified business value. Build and manage your own pipeline through outbound prospecting, inbound follow-up, and partnerships - you won’t wait for leads to come to you. Maintain accurate pipeline hygiene and forecasting in the CRM, and report on activity, conversion, and revenue against targets. Act as the voice of the customer internally, share market and competitive feedback that directly influences product roadmap and positioning. Help define and refine the sales playbook, messaging, and processes as one of the founding members of the go-to-market team. Qualifications 5-10+ years of quota-carrying, closing experience in B2B SaaS sales, with a consistent track record of meeting or exceeding targets. Experience owning full-cycle sales - prospecting through close - for technical or platform products sold to business and technical buyers. Proven ability to run multi-stakeholder sales cycles and to communicate credibly with both practitioners and executives. Strong discovery, presentation, negotiation, and storytelling skills, with the ability to translate technical capabilities into business outcomes. High-agency, self-directed operator who thrives in an unstructured, fast-changing early-stage environment and is comfortable building process rather than inheriting it. Disciplined with CRM and sales tooling (e.g., Salesforce) and rigorous about pipeline management and forecasting. Ideal Background Experience selling ITSM, IT operations, observability, security, or workflow/process automation software. Working knowledge of AI and automation categories - specific familiarity with AI agents, LLM-based automation, or how AI is applied to IT workflows is a strong plus. Prior experience as an early or founding sales hire at a seed to Series B startup, helping establish the go-to-market motion. History of top performance - President’s Club, top-decile ranking, or rapid promotion. Familiarity selling into IT, DevOps, or IT support organizations and navigating their buying and evaluation processes. Experience with modern sales engagement and prospecting tools (e.g., Gong, Nooks). Pay range and compensation package Highly competitive base/variable and equity Comprehensive medical, dental, and vision coverage, 401(k), with company matching Top-tier in-office gear or stipend for home office (for remote employees)