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Xano · 3 months ago

Sr. Account Executive

United States

Full-time

Remote

Senior Level

$200K/yr - $300K/yr

Xano is the leading backend infrastructure platform for building APIs, logic, and workflows that power modern apps, services, and AI agents. They are seeking a seasoned Account Executive to manage the full sales cycle, drive revenue in target segments, and collaborate with sales leadership to refine go-to-market strategies.

Cloud InfrastructureDeveloper APIsDeveloper ToolsMobile AppsWeb Apps

Responsibilities

Drive new revenue in target segments: Manage a pipeline of qualified opportunities from first touch to close; execute a consultative sales process that uncovers business needs and aligns them to Xano’s value

Partner with Sales leadership to refine our go-to-market strategy: Collaborate with the VP of Sales and marketing to optimize outreach, messaging, and targeting for mid-market and enterprise accounts; provide feedback from the field to improve campaigns, enablement, and sales plays

Leverage and expand ICP and segmentation work: Apply existing ICP definitions to prioritize efforts and identify new sub-segments worth pursuing; surface patterns in wins/losses to evolve targeting and qualification criteria

Collaborate cross-functionally to win strategic deals: Partner with Sales Engineers, Marketing, and Product to create tailored proposals, demos, and ROI cases; share learnings to improve objection handling, competitive positioning, and sales enablement materials

Forecast accurately and hit performance metrics: Maintain precise CRM hygiene in HubSpot to enable accurate forecasting; consistently meet or exceed KPIs for activity, pipeline generation, and closed revenue

Champion the customer voice internally: Share insights on buyer needs, competitive intelligence, and market trends with leadership and product teams; influence product roadmap and positioning to better serve high-value accounts

Qualification

Consultative sellingSales cycle managementCRM proficiencyTechnical curiosityCustomer-first mindsetHigh standardsNo-Code/AICollaborativeAdaptable

Required

Proven ability to sell to engineering and product teams at Startups, mid-market and/or enterprise customers

Consultative selling expertise: Skilled at running a structured, value-based sales process that aligns customer needs with product capabilities

Customer-first mindset: Ability to understand customer problems, challenge buyers' perspectives to drive sales by offering unique insights, and focus on driving outcomes that matter to them

Technical curiosity: Comfortable learning software development concepts and understanding a technical product in the backend/AI space

Skilled at accelerating customer growth through close collaboration with Customer Success, Support, and Product teams, ensuring continuous value delivery and long-term retention

Collaborative and team-oriented: Works effectively with peers, sales leadership, and cross-functional teams to close deals and improve process

High standards and continuous improvement: Seeks excellence in both personal performance and team results

Adaptable in a fast-paced environment: Adjusts quickly to shifting priorities, market changes, and evolving company goals

Preferred

Knowledge of the No-Code / AI landscape: Understanding of backend infrastructure, API development, or AI-driven systems is a plus

Benefits

Opportunity for impact : we have an open, direct team culture: leadership discusses initiatives, issues, and plans openly, and enjoys being challenged on their thinking.

We move fast : we are product-led and are focused on execution in the day-to-day. This means no endless meetings on strategy and execution. If we disagree about a feature direction, we'll default to trying it out in a quick, low-risk way.

Ownership : we measure success based on customer happiness. If you pitch something you think would dramatically improve our users' lives and the team agrees, the response will almost always be “let’s do it!”