Account Executive
Mid-level Account Executive role at People Culture Talent. San Francisco · full-time · $74,000–$122,000 base.
Growth Roles summary, based on the employer's posting.
What you'll do
- Run qualified growth-account opportunities from discovery through negotiation and signed contracts
- Lead discovery, uncover technical and business needs, and assess fit against the client profile
- Explain integrations, authentication, and reliability to engineering and technical stakeholders
- Target accounts, pursue outbound opportunities, and maintain your own pipeline
- Improve discovery guides, qualification standards, objection responses, and deal strategy with the team
What you bring
- Bring one to three or more years of closing experience in B2B SaaS sales
- Show that you have met or exceeded quota in a closing role
- Use AI tools regularly and speak credibly with teams building AI products
- Learn APIs, OAuth, webhooks, and integrations well enough for technical buyer discussions
- Communicate clearly in discovery and negotiation, and enjoy shaping an evolving sales process
Who this fits
You’ll fit a high-ownership role on a small, early team where the sales process is still being built. The job suits someone ready to manage a pipeline with less oversight while working with the founding AE, GTM leaders, Solutions, and Product. You’ll work full time in a hybrid setup based in San Francisco.
From the employer
Note: We are recruiting on behalf of our valued client. This opportunity is for a position with their organization, not with People Culture Talent. We're excited to help connect talented professionals with this exceptional team!
The Role
We're looking for an Account Executive to run full-cycle sales on a defined book of growth-stage accounts, working closely with our Founding AE and GTM leadership as you build toward owning larger, more complex deals. You'll take prospects from first conversation through close including discovery, technical evaluation, negotiation, and signature - while learning the playbook our team is building from the ground up.
This is a high-ownership role on an early team, built for someone who's closed deals before and is ready to run their own pipeline with more autonomy and less oversight.
What You’ll Own
Full-Cycle Sales — Own the sales cycle for growth-stage accounts, from qualified opportunity through contract execution.
Discovery & Qualification — Run discovery calls that get to the real technical and business requirements, and qualify opportunities against the clients 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.
What You’ll Bring
1-3+ years of full-cycle or closing experience in B2B SaaS sales, ideally with some exposure to technical products or technical buyers.
A track record of hitting or exceeding quota, even if early in your closing career.
AI fluency. You use AI tools regularly in your work and can speak credibly with buyers building AI-powered products.
Technical curiosity. You don't need to be an engineer, but you're comfortable learning enough about APIs, OAuth, webhooks, and integrations to hold your own in a technical conversation.
Excellent communication skills, with the range to run a crisp discovery call and a clear, confident negotiation.
A builder's mentality. You're energized by ambiguity and want to help shape a sales process, not just execute one that's already built.
Even Better If You
Came up through an SDR or BDR role and are ready for your first or second closing seat.
Have sold into GTM stack (Salesforce, CRM, revenue tooling) or fintech stack (payments, Square-ecosystem, ERP) buyers.
Have a technical background — CS coursework, a bootcamp, or a personal project you've shipped.
Have used AI tools to build or ship something, even a small personal workflow or agent.
About Our Client
This venture-backed AI infrastructure company is developing the connectivity layer that enables AI platforms and B2B software to take meaningful action within the systems businesses rely on. The founding team brings experience from Google, Meta, and AWS. The team is small, retention rates are exceptional, and the technical standards are high. This is an excellent opportunity for professionals who are excited about meaningful ownership and the chance to help shape the future of collaboration between businesses and AI.
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