What are the responsibilities and job description for the Account Executive - Mid Market position at Default?
About Default
Default is building the unified app and data layer for revenue teams, starting by vertically integrating the historically-fragmented revenue stack with a set of AI-native apps like agentic workflows, landing pages, scheduling, and much more.
Today, Default is used by thousands of users at hundreds of fast-growing companies like Perplexity, Replit, Justworks, Hex, Rogo, Bland, and many more. We are backed by firms like Craft Ventures, 8VC, Alt Capital, and BoxGroup as well as the angel investors who led product & revenue teams at companies like Notion, Airtable, Ramp, Figma, and many more.
Default is a compound startup. If you’re not familiar with this terminology, compound startups are big, ambitious bets on opportunities that span multiple point-solutions and business processes. Compound startups aim to solve the entire problem as opposed to just one piece of it. This is obviously a much harder kind of company to build, but if you do it right you’ll see all kinds of advantages emerge across both product, distribution, and culture.
Being a multi-product vendor also means customers will always find new ways to use your product, unlocking new use cases and product expansion opportunities for you as you build. At Default, customers typically start by using us to automate their complex inbound lead workflows with our scheduling, routing, and workflow apps alongside third-party enrichment data they can purchase through Default, and AI agents they can configure natively.
Our team and business are growing fast; we just moved into our third office in a year in Flatiron, and have grown revenue 3X since the start of 2025. We have several years of runway, tens of millions in funding, and are grateful to serve hundreds of customers, from small startups to large enterprises.
About Our Team
We are deep believers in fostering a strong, unique culture of building. This is core to how the company was founded: our founders spent years building everything from robots and race cars to parking software and bitcoin mining rigs before dropping out of college to start Default. We believe everyone at Default should be a builder. In fact, our team is comprised of many of the key early employees who helped build companies like Gong, Stripe, Clearbit, Copy AI, and Sprig. Many of these same people are also ex-founders, professional DJs, photographers, ex-Olympic athletes, and musicians.
Building at Default doesn’t just mean building the company: it also means building yourself. We look for people who can excel in their role, but who also strive to reinvent themselves and who can grow to take on new challenges they’re well-suited to lead. We promote a lot internally, and try to always leave room for evolution and reinvention.
About The Role
We’re hiring a Mid-Market Account Executive to help build and scale our GTM motion at Default. You’ll sell AI-native products that re-write how modern revenue teams operate, acting as the connective tissue between CRMs, systems, and the people who run them.
This is a high-ownership role for a creative, intellectually curious seller with strong fundamentals in discovery, demos, and deal execution. Success requires tenacity, independence, and the ability to deeply understand customer problems and map them to differentiated value.
What You’ll Do
We are a diverse group, and we want to continue to attract and retain a diverse range of people into our organization. We're committed to an inclusive and diverse company. We do not discriminate based on gender, ethnicity, sexual orientation, religion, civil or family status, age, disability, or race.
Default is building the unified app and data layer for revenue teams, starting by vertically integrating the historically-fragmented revenue stack with a set of AI-native apps like agentic workflows, landing pages, scheduling, and much more.
Today, Default is used by thousands of users at hundreds of fast-growing companies like Perplexity, Replit, Justworks, Hex, Rogo, Bland, and many more. We are backed by firms like Craft Ventures, 8VC, Alt Capital, and BoxGroup as well as the angel investors who led product & revenue teams at companies like Notion, Airtable, Ramp, Figma, and many more.
Default is a compound startup. If you’re not familiar with this terminology, compound startups are big, ambitious bets on opportunities that span multiple point-solutions and business processes. Compound startups aim to solve the entire problem as opposed to just one piece of it. This is obviously a much harder kind of company to build, but if you do it right you’ll see all kinds of advantages emerge across both product, distribution, and culture.
Being a multi-product vendor also means customers will always find new ways to use your product, unlocking new use cases and product expansion opportunities for you as you build. At Default, customers typically start by using us to automate their complex inbound lead workflows with our scheduling, routing, and workflow apps alongside third-party enrichment data they can purchase through Default, and AI agents they can configure natively.
Our team and business are growing fast; we just moved into our third office in a year in Flatiron, and have grown revenue 3X since the start of 2025. We have several years of runway, tens of millions in funding, and are grateful to serve hundreds of customers, from small startups to large enterprises.
About Our Team
We are deep believers in fostering a strong, unique culture of building. This is core to how the company was founded: our founders spent years building everything from robots and race cars to parking software and bitcoin mining rigs before dropping out of college to start Default. We believe everyone at Default should be a builder. In fact, our team is comprised of many of the key early employees who helped build companies like Gong, Stripe, Clearbit, Copy AI, and Sprig. Many of these same people are also ex-founders, professional DJs, photographers, ex-Olympic athletes, and musicians.
Building at Default doesn’t just mean building the company: it also means building yourself. We look for people who can excel in their role, but who also strive to reinvent themselves and who can grow to take on new challenges they’re well-suited to lead. We promote a lot internally, and try to always leave room for evolution and reinvention.
About The Role
We’re hiring a Mid-Market Account Executive to help build and scale our GTM motion at Default. You’ll sell AI-native products that re-write how modern revenue teams operate, acting as the connective tissue between CRMs, systems, and the people who run them.
This is a high-ownership role for a creative, intellectually curious seller with strong fundamentals in discovery, demos, and deal execution. Success requires tenacity, independence, and the ability to deeply understand customer problems and map them to differentiated value.
What You’ll Do
- Own the full sales cycle from first demo through close for mid-market accounts
- Carry and close against a monthly TCV-based quota
- Conduct rigorous discovery to understand prospects’ tech stacks, revenue workflows, and growth objectives
- Clearly articulate Default’s value and become a trusted product expert (we dogfood everything—Default runs on Default)
- Qualify relentlessly and focus on best-fit, high-conviction opportunities
- Multi-thread complex orgs to identify champions, exec sponsors, and expansion paths
- Partner closely with BDR, Growth, Product, and CS to improve our end-to-end GTM motion
- Serve as a prospect-facing advocate for customers internally, providing thoughtful product and market feedback
- Proactively identify leverage and process improvements that help the team scale faster and smarter
- You have experience selling complex software to MM customers.
- You are based in the New York City area.
- You are willing to work in-person, 5 days per week.
- You thrive in a fast-paced environment.
- You are a team player — there are no fiefdoms at Default.
- You have top-tier organization and communication skills.
- You have the ability to meet or exceed targets and quotas.
- You are able to give and get sometimes-tough feedback.
- You have high agency, and are willing to step outside the responsibilities outlined in this JD to help yourself and your team win.
- Strong opinions (loosely-held) or theses on how go-to-market evolves over the next few years will make working at Default 10x more fun.
- Experience with target account selling, solution selling, and using MEDDIC and Challenger (or similar) methodologies is a plus.
- Competitive salary equity: if Default wins big, you should too.
- Healthcare coverage: we cover 75% medical, 100% dental, 100% vision, and life insurance coverage.
- Flexible PTO
- Monthly health & wellness stipend
- Learning and development opportunities
We are a diverse group, and we want to continue to attract and retain a diverse range of people into our organization. We're committed to an inclusive and diverse company. We do not discriminate based on gender, ethnicity, sexual orientation, religion, civil or family status, age, disability, or race.
Salary : $200,000 - $250,000