What we're looking for

We are looking for a Senior Enterprise Account Executive with experience selling highly technical, developer-focused products to CTOs, VPs of Engineering, software engineers, researchers, and/or data scientists. You thrive in a fast-paced, start-up environment focusing on every step of the sales process, from prospecting, qualifying, and nurturing leads to running demos, negotiating contracts, and closing deals.

As our 3rd Senior AE, you will report to our VP of Product, Priya Shivakumar, and work closely with our CEO and CTO to get clients over the line. We want someone who thinks about how to uncover and address our customers’ problems to drive customer acquisition while feeding their requirements back to inform the product roadmap.

What you’ll do

• Build an understanding of our target markets, value proposition, and pricing models to not only meet but exceed quarterly revenue targets.
• Focus on high-quality, consistent outbound prospecting across key market segments to build the sales pipeline and optimize the customer funnel.
• Qualify and develop both inbound and outbound sales leads.
• Collaborate with the product, engineering, and marketing teams to continuously improve and iterate on the sales process.
• Analyze industry trends and customer segmentation to identify and capitalize on new sources of qualified leads.
• Work alongside the marketing team to increase the number and quality of inbound leads.
• Champion data integrity and accuracy using HubSpot to track activity and manage sales opportunities through the funnel.

How we evaluate your candidacy

Our interviews will not only give us insight into your skillset but give you insight into our company.

• Recruiter Interview - 15 minutes: You will speak with our recruiter about your background and what you are looking for in your next role. We want to know why you are interested in joining us and what questions you have about the team.
• Hiring Manager Interview - 30 minutes: The first interview will be an introductory interview with our VP of Product focused on core sales expertise and general product knowledge.
• Virtual Onsite - ~3 hours: You'll have the opportunity to meet with our CTO, Head of Product, Chief of Staff as well as more time with Priya Shivakumar for 45 minutes each and work through exercises spanning prospecting, lead qualification, sales presentations, and culture. We will provide more information on the sales presentation before booking these sessions.
• Product Demo and Sales Pitch interview - 1 hour: Now that you’ve met with our team and learned more about Lightning, this will be an opportunity to meet with our CEO to demonstrate what you learned.
• Offer: We determine your level based on your interview performance and make an offer based on geo-located salary bands updated monthly using Carta's Total Compensation tool. During the presentation call, we will review the base salary, benefits, number of options, notional option value, and strike price. We would like to know if you accept our offer within 7 days.
  • If we hire you in New York City or San Francisco, your base salary would fall within the bands below. Please remember that the equity portion of your offer is not included in these numbers and represents a significant part of your total compensation.
    • Senior Account Executive, Enterprise: $150,000 - $190,000 base salary
  • Every member of our sales team will have a commission plan that includes uncapped commissions, guaranteed 3-month ramp compensation, and quarterly payments.