What are the responsibilities and job description for the Account Executive position at Roadrunner?
About Us
At Roadrunner, we’re replacing the broken CPQ software that Sales teams have complained about, worked around, and given up on for years. Not improving it - replacing it. We’re building a new agentic stack called PQA - Prompt, Quote, Approve, designed for the enterprise, on a data model built for how pricing actually works today.
We’re Kleiner Perkins’ first incubation since Glean, led by second-time founders with successful exits, and a team of engineers from Snowflake, Databricks, Citadel, Meta, Robinhood, Brex, and so on. We’re in-person in San Francisco, and we’re just getting started.
What You'll Do
We value our differences, and we encourage all to apply — especially those whose identities are traditionally underrepresented in tech organizations. We do not discriminate on the basis of race, religion, color, gender expression or identity, sexual orientation, ancestry, national origin, citizenship, age, marital status, veteran status, disability status, political belief, or any other characteristic protected by law. Roadrunner is an equal opportunity employer.
At Roadrunner, we’re replacing the broken CPQ software that Sales teams have complained about, worked around, and given up on for years. Not improving it - replacing it. We’re building a new agentic stack called PQA - Prompt, Quote, Approve, designed for the enterprise, on a data model built for how pricing actually works today.
We’re Kleiner Perkins’ first incubation since Glean, led by second-time founders with successful exits, and a team of engineers from Snowflake, Databricks, Citadel, Meta, Robinhood, Brex, and so on. We’re in-person in San Francisco, and we’re just getting started.
What You'll Do
- Own the full sales cycle for enterprise accounts, from self-sourced prospecting through discovery, demo, negotiation, close, and renewal.
- Build pipeline by identifying and targeting key enterprise buyers (CROs, VPs of Sales, RevOps, and Finance leaders) at complex, high-volume sales organizations.
- Run consultative discovery to understand how prospects manage quoting, pricing approvals, and deal desk workflows today, and connect Roadrunner's value directly to their pain.
- Negotiate and close 6- and 7-figure ACV deals, navigating procurement, legal, and finance stakeholders with speed and precision.
- Partner closely with the founding team to shape our sales motion, refine our ICP, and build the playbooks that will define how Roadrunner goes to market.
- Collaborate cross-functionally with Solutions Engineering, Product, and Customer Success to ensure seamless handoffs and long-term customer value.
- Bring structured market and customer feedback to the product team to help drive our roadmap.
- Run a land-and-expand motion at a Fortune 500 manufacturer, closing an initial deal with a clear expansion path based on proven ROI.
- Build a repeatable outbound playbook targeting RevOps and Sales Ops leaders at companies over-reliant on Salesforce CPQ workarounds or spreadsheet-based quoting.
- Partner with a founder on a strategic enterprise deal, shaping how Roadrunner positions against entrenched CPQ incumbents in a complex, multi-stakeholder environment.
- Develop a discovery framework that surfaces the hidden costs of legacy CPQ - manual errors, deal desk bottlenecks, and approval delays - and quantify them for economic buyers.
- 5 years in enterprise SaaS sales with a consistent track record of closing 6- and 7-figure ACV deals.
- Experience running complex, multi-threaded deal cycles end-to-end, from cold outreach to signed contract.
- Strong executive presence and the ability to build credibility quickly with CROs, CFOs, and VP-level buyers.
- A builder's mentality: you're energized by figuring out what works, not just running an established playbook.
- Self-sufficient and pipeline-driven - you know how to generate your own opportunities and don't wait for inbound.
- Experience selling CPQ, deal desk, or RevOps tooling (Salesforce CPQ, DealHub, Conga, Apttus, or similar).
- Prior experience as an early or founding sales hire at a high-growth startup.
- Familiarity with enterprise pricing complexity: tiered pricing, usage-based models, multi-product bundling, or approval workflows.
- Medical, Dental, and Vision benefits for you and your family
- Lunch and dinner, as well as snacks and coffee to keep you energized
- Take what you need vacation policy
We value our differences, and we encourage all to apply — especially those whose identities are traditionally underrepresented in tech organizations. We do not discriminate on the basis of race, religion, color, gender expression or identity, sexual orientation, ancestry, national origin, citizenship, age, marital status, veteran status, disability status, political belief, or any other characteristic protected by law. Roadrunner is an equal opportunity employer.