Account Executive

Summary

Join Black and White Zebra as their first Account Executive to spearhead outbound B2B sales, focusing on closing multi-seat training deals. This foundational role within a small, agile team requires a strategic seller to build a book of business, shape outreach strategies, and drive revenue growth. Reporting to the Director of Commerce, you will be a self-managing sales professional, primarily serving North America and Western Europe, with potential expansion to other regions. While supported by various teams, autonomy, communication, and results-orientation are crucial. The role involves identifying, pitching, and closing deals, managing the sales cycle in Zoho, and acting as a brand ambassador. Success will be measured by key performance indicators (KPIs) such as meetings booked, new customers acquired, and net new revenue generated.

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

Responsibilities

• Identify, pitch, and close net new multi-seat B2B deals using a tailored, personalized, and relationship-driven approach
• Conduct new business meetings with prospects by taking a consultative approach to understanding their business goals and aligning them to the value of our products where there's a fit
• Manage deals throughout the entire sales cycle, maintaining an up-to-date pipeline in Zoho with all required deal details, documents, and other artefacts
• Leveraging the strength of our well-established brand, and the proven quality of our products, you will be the ambassador of the value and outcomes we deliver — always a champion of helping people win at work, and never a snake-oil sales person
• 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
• 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

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