Account Executive

Summary

Join Shelf as a dynamic Account Executive to drive growth of Unstructured Data ETL and Knowledge Management offerings. You will identify and develop new business opportunities with enterprise clients, building strong relationships and understanding their needs. Responsibilities include consultative selling, relationship building, sales pipeline management, and collaboration with cross-functional teams. The ideal candidate possesses proven B2B SaaS sales experience, excellent communication skills, and a deep understanding of the knowledge management and AI landscape. Shelf offers a competitive salary, bonus opportunities, equity grants, open PTO, and comprehensive health and wellness packages. This remote position requires occasional business travel.

Requirements

• Proven track record of success in B2B sales, preferably selling SaaS B2B products
• Experience in selling to a diverse set of senior-level decision-makers, including VPs of GenAI, Transformation/Innovation, IT, and Customer Service at mid-market and enterprise companies
• Excellent communication and presentation skills, with the ability to articulate complex concepts and solutions effectively
• Exceptional relationship-building and networking abilities, with a customer-centric approach
• Demonstrated ability to manage a sales pipeline, forecast accurately, and achieve sales targets
• You are coachable, with a continuous learning mindset and deep passion for staying updated on the latest advancements in AI and knowledge management
• Self-motivated, driven, and results-oriented mindset, with a passion for exceeding customer expectations
• Ability to work independently and collaboratively in a fast-paced, entrepreneurial environment
• Proficiency in using CRM software and other sales productivity tools; including agentic frameworks
• You are proactive and demonstrate immense initiative -- you’re always thinking about what can be done next!
• You maintain a positive attitude while demonstrating flexibility and adaptability; you can operate in ambiguity

Responsibilities

• Identify and prospect potential customers within the target market segments
• Conduct research to understand their business needs, challenges, and pain points
• Develop and execute effective sales strategies to generate new leads and opportunities
• Engage with key decision-makers, stakeholders, and influencers within target organizations
• Conduct needs analysis and present tailored product demonstrations to showcase the value and benefits of our products
• Articulate how it can address their specific knowledge management challenges and deliver tangible results
• Build and maintain strong relationships with prospects and clients
• Nurture long-term partnerships by understanding their business objectives, providing exceptional customer service, and serving as a trusted advisor
• Continuously engage with clients to identify upselling and cross-selling opportunities
• Manage and prioritize sales opportunities effectively
• Track leads, prospects, and deals using CRM software
• Develop and maintain accurate sales forecasts, pipeline reports, and account plans
• Provide regular updates to the sales management team
• Work closely with cross-functional teams, including marketing, product development, and customer success, to ensure a seamless customer experience
• Collaborate with marketing to develop and execute targeted campaigns and events to drive awareness and demand for our products
• Stay updated on industry trends, competitive landscape, and emerging technologies in the knowledge management and artificial intelligence (AI) space
• Act as a subject matter expert, staying on top of market changes and customer needs to effectively position our product
• Meet or exceed assigned sales targets and revenue goals
• Actively manage the sales cycle from lead generation to contract closure
• Negotiate pricing and contractual terms in collaboration with the sales management team

Preferred Qualifications

Vertical-specific experience is a plus

Benefits

• Competitive starting salary, with additional bonus opportunities (based on team and individual investment performance)
• Generous equity grant in the form of company stock options
• Open PTO
• Comprehensive health and wellness packages