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Paragon AI (Formerly Pilot AI) · 8 months ago

Founding Account Executive

San Francisco, CA, US

Full-time

Onsite

Entry Level

$75K/yr - $150K/yr

1+ years exp

Pilot AI is a company focused on revolutionizing sales technology through the use of AI to automate CRM updates from sales interactions. The Founding Account Executive will be responsible for managing a full-cycle sales process, building relationships with key stakeholders, and achieving revenue targets while providing consultative support to clients.

Artificial Intelligence (AI)Software

Responsibilities

Run a full-cycle sales process

Hunt for and prospect into new logos and build a named accounts list

Build and execute account plans to win your named accounts - identify key decision makers, buying processes, and close deals

Booking and owning discovery calls

Navigate organizations to map stakeholders, build champions, generate buy-in and close deals with C-Level decision makers

The instincts to recognize organizational financial and behavioral structures and obstacles

Exhibit business acumen and strategic thinking on a high level, with the ability to go deep into an account, and consult on and align with their global strategy

Be a consultative trusted advisor for the customer by building in-depth relationships and understanding the business goals and objectives

Running product demos

Negotiating terms

Signing contracts

Onboard the customer onto Pilot AI (With support from the team)

Meet or exceed monthly, quarterly and yearly revenue targets

Develop deep knowledge of our products and clearly articulate their value proposition to stakeholders at all levels

Exhibit deep and up-to-date knowledge of our product portfolio to communicate the benefits of new features and enhancements

Establish and nurture lasting relationships with stakeholders and decision-makers at both prospects and customers

Establish credibility and trust with front line leaders and executives by demonstrating strong business acumen and understanding of workflows and pain points

Capture feedback from prospects on their needs, wants, and pains, and share that feedback with product and engineering teams to develop our product roadmap

Represent both market trends and client needs to the Executive and the Product teams to ensure we are both serving current needs well and evolving our products and portfolio to identify future client needs

Iterate on goals, strategies, and tactics to close new logos in new industries

Test sales motions, pitches, value props, provide feedback on what tactics are most effective and develop and recommend sales strategies

You may be asked to travel and represent Pilot AI at national and regional industry conferences

Qualification

Sales ProcessQuotas AchievementAccount ManagementStakeholder EngagementProduct KnowledgeCustomer OnboardingSales Strategy DevelopmentMarket Trends AnalysisBusiness AcumenSales DNAExtreme CuriosityBuyer Journey UnderstandingPostgressNestJSApollo GraphQLReactIonicCapacitor

Required

1+ years of experience in sales

You enjoy planning, adjusting, executing, winning, and celebrating as a team

Proven top performer as a quota carrying rep with a consistent track record of overachieving quota

Extreme ownership: Your job isn't done until the job is done

Hunter mentality with solid Sales DNA and appetite for continual learning

Competitive, tenacious & persistent: You love winning and relish doing what it takes

Resourceful, scrappy & creative: you look for ways through problems and refuse to let obstacles derail your progress

A creative mindset with the ability to think outside the box to complex situations

Adaptability: You can adapt to changing conditions on the fly to achieve your goal

Proactive, self-sufficient & relentlessly driven

Execution Focused

You are used to uncovering pain points and building value in competitive situations

Ability to navigate organizations' political landscape to maintain and expand relationships at all levels

Extreme Curiosity: digging and digging and not being satisfied until you truly understand the root cause

You must have a strong sense of urgency and ability to excel in a fast paced and dynamic environment

Excellent communication and interpersonal skills, with ability to cultivate stakeholder relationships

Excellent written and verbal communication skills - able to simplify complex topics in a friendly and approachable manner

Critical thinker, extremely curious and persistent, with strong ability to conduct deep discovery, challenge assumptions and handle objections

Must be based in North America, with ability and willingness to occasionally travel (for example to conferences and prospect visits and offsites)

Demonstrated ability to generate and execute against a plan to ensure deep penetration into and closing of new accounts

Preferred

Have experience selling into sales organizations interfacing with all stakeholders from individual sales reps to manager, revenue operations to the VP sales and CRO. This includes being capable of engaging in business and technical conversations

You have an in-depth understanding of the buyer journey and can lead a complex, multi-party sale in a highly consultative manner, deeply understanding their sales organization and how a product like Pilot AI can be a critical component of that