Mid-Market Account Executive - AMER

About the Company

• Ashby is building the next generation of enterprise software, starting with products that help talent leaders, recruiters, and managers unlock hiring excellence.
• We raised our Series D earlier this year and are growing Annual Recurring Revenue (ARR) over 100% year-over-year.
• We have over 3,000 amazing customers, including OpenAI, Ramp, Deliveroo, Notion, and Reddit.
• We have built multiple products to win both land-and-expand deals and major new business deals.
• We are quickly moving up-market with no signs of slowing down.
• We have put AI throughout the platform.
• We are known for our speed of innovation and advanced analytics.

Responsibilities

• Help us win Mid-Market accounts by managing the full sales cycle from pipeline creation through to closed-won deals.
• This role will focus mainly on getting new customers, while also covering a smaller number of existing business accounts for expansion and upsells.
• We focus on your raw ability to do well in the areas listed below and your desire for continuous growth and improvement.

Requirements

• You have 5 or more years of full-cycle closing experience.
• You have closed many deals with Annual Contract Value (ACV) over $50,000.
• You have experience selling complex platform technologies in a sales-led go-to-market motion.
• You are a new business hunter and are confident in your ability to find over 50% of your own pipeline.

Preferred Qualifications (Nice to Have)

• You are skilled at competitive selling in established markets and have won many rip-and-replace deals.
• You are naturally curious about business problems and take pride in presenting specific and creative solutions that solve those problems.
• You show mastery of clear communication. You ask questions with precision and can explain complex ideas in simple terms.
• You skillfully guide prospects through the evaluation and buying process, engaging the right people to create agreement for a strategic technology decision.
• You enjoy becoming an expert in the product and industry. You are skilled at giving a quick demonstration to show how your solution meets a unique need.
• Peers describe you as action-oriented and persistent. You are always on the leaderboard for outbound effort and pipeline created.
• You use tools to get the most out of your prospecting and selling time. You believe in research and personalization to start a conversation.
• You are comfortable managing a pipeline of a dozen or more active opportunities at the same time. You take pride in internal operations, including real-time CRM updates.
• Bonus: You have sold to Talent or HR roles.
• Bonus: Prior Business Development Representative (BDR) experience.

Reasons Not to Apply

• You are not excited about a role focused on new business that includes pipeline creation work.
• You are uncomfortable giving your own product demonstrations, preferring to pass that to a Sales Engineer (SE).

About the Philosophy

• We spend a lot of time building top-quality products because we believe a highly different product is easier to sell.
• We aim to offer deep product knowledge whenever we talk to prospects and customers. Account Executives are no exception to this.
• We strongly believe that small teams with very talented people (and the right work environment) perform much better than large teams. We hire and pay accordingly.
• We value a strong sense of ownership, making decisions based on principles over just experience, and thoughtful communication.

Benefits

• You will get the time to do things the right way. We focus a lot on high-quality work and avoid quick fixes as much as possible.
• You get to sell a product that our prospects and customers are truly excited about.
• Competitive pay and fairly set quotas.
• Top-quality health insurance for you and your dependents with 100% of premiums covered by us.
• 401(k) matching if you are in the US.

How to Apply

• Ashby provides equal employment opportunities to all employees and applicants without regard to race, color, religion, sex, national origin, age, disability, genetics, sexual orientation, gender identity, or gender expression.
• We are committed to a diverse and inclusive workforce and welcome people from all backgrounds, experiences, perspectives, and abilities.

Category

Sales & Business Development