Account Executive

Summary

Join Black and White Zebra as their first Account Executive to spearhead outbound B2B sales. This foundational role involves building a book of business, shaping outreach strategies, and driving revenue growth. Reporting to the Director of Commerce, you will independently manage and close multi-seat training deals, primarily focusing on North America and Western Europe. You will be supported by various teams but will need to be autonomous, communicative, and results-oriented. The role requires 3-5 years of B2B sales experience and strong communication skills. Competitive compensation, including uncapped commission, is offered.

Requirements

• Are a people person capable of earning trust quickly
• Have 3-5 years of B2B sales experience (bonus if in digital services, edtech, training, or SaaS)
• Love the hunt: you’re energized by outbound prospecting and closing new business
• Are comfortable making 10-20 calls per day
• Are curious and empathetic — you ask smart questions and listen well
• Write crisp, compelling messages that drive replies
• Understand the digital agency and tech industry landscape (or can ramp up quickly)
• Are organized, proactive, and self-driven in a remote environment
• Experience working in a phone/video-primary role
• Become fluent in our product, market, and ICP
• Create an initial list of prospects and outreach scripts
• Learn our CRM (Zoho) and sales tools
• Sit in on live pitch meetings to shadow and learn
• Independently book and lead meetings
• Close $50,000 in new business per month (avg. deal size ~$20k)
• Refine scripts and messaging based on early feedback
• Identify and test outreach in secondary verticals and regions
• Demonstrate a consistent lead-to-close rate
• Actively optimize sales strategy while continuing to grow revenue

Responsibilities

• Own the full outbound B2B sales cycle: prospecting → outreach → pitch → qualification → deal close
• Develop prospect lists based on our ideal customer profiles of mid-sized digital agencies, higher education institutions, and software development companies
• Customize outreach strategies across email, LinkedIn, and other channels
• Lead engaging pitch meetings that clearly communicate the program’s value
• Maintain accurate records in Lever and report on sales activity weekly
• Experiment with messaging, verticals, and regional approaches to optimize results
• Bring deals across the finish line, ready to ink

Benefits

• Competitive compensation + uncapped commission
• Supportive, low-ego culture focused on growth and learning
• $60,000 - $70,000 a year
• In addition to annual salary, full-time employees are eligible for a discretionary bonus and a comprehensive benefits package