Account Executive – Enterprise

### Who you are

* **You sell with curiosity, not scripts:** You’re great at discovery and you genuinely want to understand how a business works before you pitch. * **You’re comfortable selling “mission-critical”:** Pricing, quoting, billing, and revenue workflows touch money and trust. You can handle detail, risk, and scrutiny without getting flustered. * **You’re a builder:** Early-stage means there isn’t a perfect playbook. You help create it: messaging, ICP, talk tracks, objection handling, and process. * **You’re relentlessly pragmatic:** You focus on what moves deals forward. You know when to go deep and when to simplify. * **You can multi-thread like it’s your job (because it is):** You’re confident working across Finance/RevOps, Sales Ops, Engineering, Security, and Procurement. * **You’re crisp and direct:** You communicate clearly in writing and live calls, and you keep momentum with tight follow-ups. * **You’re efficiency-obsessed:** You run a clean pipeline, keep notes tight, automate the boring parts, and protect time for selling. * **You use AI as leverage:** You use AI tools to accelerate account research, personalization, call summaries, follow-ups, proposal drafts, and forecasting—while keeping judgment and authenticity in the loop. * **You have enterprise sales reps under your belt:** You’ve closed complex >$100k B2B deals (long cycles, multiple stakeholders, procurement/security steps) and can show wins.

### What the job involves

* **Own enterprise deals end-to-end (the fun kind):** From “is this a real problem?” → discovery → demo → business case → security/procurement → close. If a deal stalls, you find the why and unblock it. * **Run great discovery:** Map the current quote-to-revenue workflow, identify pain, quantify impact (time, errors, leakage), and align on success criteria. * **Drive a tight sales process:** Build mutual plans, set next steps, maintain urgency, and manage stakeholders across technical and business teams. * **Position Alguna clearly:** Tell a simple, compelling story about how we unify pricing, quoting, and billing so teams move faster without breaking revenue ops. * **Partner closely with founders + GTM:** Collaborate on strategy, account selection, messaging, and iterative improvements to the sales motion. * **Work cross-functionally:** Pull in product/engineering/customer success when needed, and translate customer feedback into actionable product input. * **Build repeatability:** Turn what works into templates, sequences, talk tracks, battlecards, and a scalable pipeline motion. * **Operate with data:** Keep pipeline accurate, forecast honestly, and use insights to improve win rate and cycle time.

### What success looks like

* You consistently create and close high-quality opportunities in our ICP * Deals move with clear next steps and minimal “waiting around” * Stakeholders trust you because you’re precise, responsive, and outcome-driven * Patterns you learn from customers turn into better messaging, better process, and a better product

### Nice-to-haves

* Experience selling to Finance/RevOps/Sales Ops and technical stakeholders * Fintech / billing / payments / pricing domain familiarity * Startup experience (you’ve built pipeline without a huge brand behind you)