What are the responsibilities and job description for the Account Executive position at Canals AI?
About CanalsCanals is a fast-growing startup bringing AI-based automation to the multi-trillion dollar wholesale distribution market, with an initial focus on distributors of building materials, such as electrical, lumber, flooring, plumbing-heating-cooling-piping (PHCP), and pipe-valve-fitting (PVF) supplies.The company was started in late 2022 by two experienced founders: our CEO, Michael Delgado, and our CTO, Erez Arnon. Since then, we’ve achieved profitability in record time — without venture capital — and we continue to outperform industry benchmarks measuring sales growth (ARR) and product adoption.We’re taking off. Our customers are driving referrals, and the market is abuzz with excitement about how AI can — and Canals does – transform critical workflows. New leads are coming in every day, and it’s just the beginning. We only need to seize the moment.What You'll DoWe’re seeking an account executive who knows how to shepherd 6-figure deals through a multi-month sales cycle, building trust with stakeholders up to the C-suite and relentlessly making the case for a product that to many prospects will seem too good to be true. You’ll own dozens of accounts from initial meeting through close and upselling, executing along the way on steps including:Research. Enter every meeting armed with information about your audience and their business.Listen. Understand deeply each prospect’s challenges and opportunities, and catch every single detail that can be used to advance our case.Show. Know the product cold, and precisely demonstrate every feature so as to wow the prospect with its breadth and depth.Propose. Prepare and present the strongest possible proposal a prospect might accept.Create. Create materials as needed to facilitate present and future deals.Stand Your Ground. Be ready to go 12 rounds defending our terms and the value we provide.Problem Solve. Think creatively to address reservations without giving up value.Close. Get deals done!What You'll BringYou’re experienced. You’ve closed millions in sales across one or more fast-growing B2B SaaS startups before.You’re a producer. Beyond getting today’s job done, you create work product that helps yourself and others tomorrow, whether it’s CRM data, sales materials, analysis, and so on.You are a perfectionist. You noticed that this line starts differently from the prior ones, and it bothered you — and that shows in your work product.You’re an owner. You get things done, on your own, using all of the tools at your disposal and with consideration for others’ time. Nobody outhinks you on your work because it’s yours.You’re confident. You’re comfortable in your own skin and have the courage of your convictions.You’re humble. Because you’re confident, you’re totally fine being wrong along the way to pursuing optimal outcomes.You’re hungry. You can tell from this job description that we’re a no-nonsense, very high-performing company, and that’s exactly what you’re looking for.You’re ready. You’re in the most ambitious and professionally productive chapter of your life.Canals.ai is an equal opportunity employer. In addition to EEO being the law, it is a policy that is fully consistent with our principles. All qualified applicants will receive consideration for employment without regard to status as a protected veteran or a qualified individual with a disability, or other protected status such as race, religion, color, national origin, sex, sexual orientation, gender identity, genetic information, pregnancy or age.