Account Executive

Who you are

• 1-3+ years running full-cycle or closing sales in B2B SaaS, ideally with some exposure to technical products or technical buyers
• A proven track record of meeting or exceeding quota, even if you’re early in your closing career
• AI fluency. You regularly use AI tools in your work and can have credible conversations with buyers building AI-powered products
• Technical curiosity. You don't need to be an engineer, but you're at ease learning the basics of APIs, OAuth, webhooks, and integrations to participate in technical discussions
• Strong communication skills, able to lead effective discovery calls and confident negotiations
• A builder's mindset. You thrive in ambiguity and want to help design a sales process, not just follow an established one
• Started your career as an SDR or BDR and are ready for your first or second closing position
• Have experience selling to GTM buyers (Salesforce, CRM, revenue tools) or fintech buyers (payments, Square-ecosystem, ERP)
• Have a technical background—computer science courses, bootcamp, or shipped personal projects
• Have used AI tools to build or deploy something, even a small personal workflow or automation

What the job involves

• We're looking for an Account Executive to drive end-to-end sales for a set book of growth-stage accounts, partnering closely with our Founding AE and GTM leadership as you work your way up to handling larger, more complex deals.
• You’ll lead prospects from the initial conversation all the way through closing — including discovery, technical assessment, negotiation, and signature — while learning and shaping the sales playbook our team is creating from scratch
• This is a high-responsibility position, designed for someone who has closed deals before and is ready to independently manage their own pipeline with increased autonomy
• Full-Cycle Sales — Manage the complete sales process for growth-stage accounts, from qualified opportunity to contract signing
• Discovery & Qualification — Conduct discovery calls that uncover true technical and business needs, and qualify opportunities based on Ampersand’s ICP
• Technical Conversations — Speak credibly with engineering leaders and technical stakeholders about integrations, authentication, and system reliability, with support from AEs and Solutions on deeper technical validation
• Pipeline Management — Account targeting and outbound strategy, and manage your own pipeline with the same discipline you'd expect on a much larger book
• Playbook Development — Contribute to the sales frameworks the team is building — discovery guides, qualification criteria, objection handling — and help make them better as you learn what works
• Cross-Functional Partnership — Work closely with other AEs, GTM, and leadership on deal strategy, and loop in Product on the customer feedback that should shape the roadmap