Enterprise Account Executive

Summary

Join Ashby, a well-funded enterprise software company, as a Sales Executive focused on acquiring new enterprise accounts in Eastern and Central time zones. You will manage the full sales cycle, from pipeline generation to closing deals, primarily focusing on new logo acquisition through a mix of inbound and outbound strategies. This role requires a proven track record of exceeding sales quotas, selling complex SaaS solutions to large organizations, and building consensus with executive teams. You will leverage your expertise in guiding prospects through the buying process, becoming a product and industry expert, and crafting compelling business cases. Ashby offers a competitive compensation package, including unlimited PTO, generous equipment budget, stock options, an education budget, and comprehensive health insurance.

Requirements

• Have a multi-year track record of exceeding $1M+ quotas, selling complex SaaS technologies to large organizations
• Have closed many $100K+ ARR sales which require consensus building and executive engagement
• Have a demonstrated ability to win highly competitive opportunities by identifying pain and business impacts and connecting those to strategic initiatives of the leadership team

Responsibilities

• Manage the full sales cycle from pipeline generation through to won
• Own a curated list of excellent fit, high propensity accounts as well as a geographic territory with significant market opportunity
• Focus on new logo acquisition via a healthy mix of inbound and outbound
• Cover a small number of customer accounts for expansion and upsell
• Source half or more of your pipeline to complement our robust inbound lead flow
• Help us refine our Enterprise go-to-market motion to maximize the segment's results over time
• Travel as needed, up to 40%

Preferred Qualifications

• Demonstrate mastery of clear communication. You ask questions with precision and can explain complex concepts in simple terms. You eschew business jargon
• Skillfully guide prospects through their entire buying process—engaging the right stakeholders at the right time to create consensus for a strategic technology decision
• Become both a product and industry expert. You create ‘Ah ha!’ moments in collaboration with your Solutions Engineer to build momentum & solve customer-specific challenges
• Be detail oriented. You send timely & crisp follow-up emails. You take pride in internal operations, like real-time CRM updates
• Have strong business acumen. You help customers connect the dots between technical problems and their business impact. You craft compelling cases for change
• Be excited to land the biggest deals we've ever done. You are diligent and gritty and have demonstrated perseverance to win long, competitive sales cycles
• Be a creative problem solver and comfortable with some healthy ambiguity
• Familiarity with Talent Acquisition and HR tools and workflows
• A network that includes of Heads of Talent you can tap into

Benefits

• Sell a product that our customers are truly excited about
• Fairly set, achievable quotas. Typically, greater than 65% of AEs are at or above quota
• Unlimited PTO with four weeks recommended per year
• Generous equipment, software, and office furniture budget. Get what you need to be happy and productive!
• 10-year exercise window for stock options. You shouldn’t feel pressure to purchase stock options if you leave Ashby —do it when you feel financially comfortable
• $100/month education budget with more expensive items (like conferences) covered with manager approval
• If you’re in the US, top-notch health insurance for you and your dependents with 100% of all premiums covered by us, Flexible Spending Accounts and 401K match