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    Account Executive, Enterprise - San Francisco, United States - Ashby

    Ashby
    Ashby San Francisco, United States

    3 weeks ago

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    Description

    Job Description

    Job DescriptionAbout Ashby

    We're building the next generation of enterprise software and we're starting with a suite of products that help talent leaders, recruiters, and hiring managers run an efficient and data driven hiring process.

    We are well funded and backed by great investors, including Y Combinator, Elad Gil and Lachy Groom. We have over 1,000 amazing customers including OpenAI, Ramp, Notion, and Zapier (and many others who we cannot name).

    We have a clear buyer persona and large target market. Plus, we already have multiple products to sell. We've only taken the first steps towards a much larger opportunity. In short, it's the perfect time to join

    About this Role

    You will help us win Enterprise accounts (750+ employees) by managing the full sales cycle from pipeline generation through to closed-won. Enterprise is Ashby's top segment today, so you can expect to engage with a large and diverse book of business, focusing your efforts on accounts that are a good fit for our solution.

    In this role, you'll primarily focus on new logo acquisition, while also covering a smaller number of existing business accounts for expansion and upsell. Our emphasis is on your ability to excel in the areas listed below and your appetite for continuous growth & improvement.

    Role Requirements:


    • You have a multi-year track record of exceeding $1M+ quotas, selling complex SaaS technologies to large organizations


    • You have closed many $100,000+ sales which require creating consensus across a purchasing team


    • You 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

    You could be a great fit if:
    • You demonstrate mastery of clear communication. You ask questions with precision and can explain complex concepts in simple terms. You eschew business jargon.
    • You skillfully guide prospects through their entire buying process—engaging the right stakeholders at the right time to create consensus for a strategic technology decision.
    • You become both a product and industry expert. You create 'Ah ha' moments by tailoring presentations and demos to address a prospect's specific challenges.
    • Your peers describe you as detail oriented. You send timely & crisp follow-up emails. You take pride in internal operations, like real-time CRM updates.
    • You have strong business acumen. You help customers connect the dots between technical problems and their business impact. You craft compelling cases for change.
    • You are diligent and gritty and have demonstrated perseverance to ultimately win long competitive sales cycles.
    • You are not only excited about closing deals, but also refining our Enterprise go-to-market motion to maximize the segment's results over time.
    You may not be a great fit if:
    • You dislike prospecting. Enterprise reps at Ashby, in partnership with our Marketing team, source many of their own opportunities.
    • You prefer to leave your demos "to the experts." While you can expect lots of Solutions Engineering support in the Enterprise role, our most successful reps are those with the strongest product acumen and curiosity.
    Bonus:
    • Familiarity with Talent Acquisition tools and workflows either as a sales rep, hiring manager or a recruiter in prior roles
    • A network that includes of Heads of Talent you can tap into
    Our Philosophy

    Here are a few key points (relevant to the go-to-market side) that should give you an idea of what it is like to work with us:

    • We spend a lot of time building best-in-class products since we believe a highly differentiated product is easier to sell.
    • We aim to offer deep product expertise whenever we interact with prospects and customers. AE's are no exception to this.
    • We strongly believe that small teams with very talented people (and the right work environment) deliver much better performance than teams with large headcount. We hire and compensate accordingly.
    • We value a strong sense of ownership, principled thinking over experience, and thoughtful communication.
    Interview Process:

    Our interview process is thorough — we aim to ensure each person that joins the team is the right fit for Ashby and will provide ample information for you to assess if Ashby is the right fit for you. The process for this role is as follows:

    • Recruiter Screen -30 min
    • Hiring Manager Interview - 60 min
    • Sales Writing Take Home
    • Sales Demo - 45 min
    • Final Round - 2 hours
    Benefits
    • You'll get the time to do things the right way; we put a lot of emphasis on high quality work and avoid quick hacks as much as possible.
    • You get to sell a product that our prospects & customers are truly excited about.
    • Competitive compensation & fairly set quotas.
    • 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 99% of all premiums covered by us, Flexible Spending Accounts and 401K match.

    Ashby provides equal employment opportunities (EEO) to all employees and applicants for employment 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.

    Compensation Range: $240K - $270K

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