Account Executive
At a glance
Mid-level Account Executive role at Roadrunner. San Francisco · full-time.
Pay not stated
Growth Roles summary, based on the employer's posting.
What you'll do
- Run enterprise deals from self-generated outreach through discovery, demonstrations, negotiation, closing, and renewal
- Find and engage CROs, sales leaders, RevOps teams, and finance executives at complex, high-volume organizations
- Uncover quoting, pricing approval, and deal desk problems, then tie the solution to measurable business pain
- Close high-value contracts while coordinating procurement, legal, and finance stakeholders
- Help founders shape the sales process, define the target customer, and create repeatable go-to-market playbooks
What you bring
- At least five years selling enterprise SaaS, with repeated success closing six- and seven-figure annual contracts
- End-to-end experience managing complicated, multi-contact deals from cold prospecting to signed agreements
- Executive-level communication skills and the ability to earn trust with CROs, CFOs, and vice presidents
- A self-directed, pipeline-focused approach to creating opportunities without relying on inbound demand
Who this fits
You’ll suit a self-sufficient enterprise seller who enjoys building process while working directly with founders. The role is based onsite in San Francisco and involves close work with Solutions Engineering, Product, and Customer Success.
From the employer
About us
At Roadrunner, we’re replacing the broken CPQ software that Sales teams have complained about, worked around, and given up on for years. Not improving it - replacing it. We’re building a new agentic stack called PQA - Prompt, Quote, Approve, designed for the enterprise, on a data model built for how pricing actually works today.
We’re Kleiner Perkins’ first incubation since Glean, led by second-time founders with successful exits, and a team of engineers from Snowflake, Databricks, Citadel, Meta, Robinhood, Brex, and so on. We’re in-person in San Francisco, and we’re just getting started.
What you'll do
Own the full sales cycle for enterprise accounts, from self-sourced prospecting through discovery, demo, negotiation, close, and renewal.
Build pipeline by identifying and targeting key enterprise buyers (CROs, VPs of Sales, RevOps, and Finance leaders) at complex, high-volume sales organizations.
Run consultative discovery to understand how prospects manage quoting, pricing approvals, and deal desk workflows today, and connect Roadrunner's value directly to their pain.
Negotiate and close 6- and 7-figure ACV deals, navigating procurement, legal, and finance stakeholders with speed and precision.
Partner closely with the founding team to shape our sales motion, refine our ICP, and build the playbooks that will define how Roadrunner goes to market.
Collaborate cross-functionally with Solutions Engineering, Product, and Customer Success to ensure seamless handoffs and long-term customer value.
Bring structured market and customer feedback to the product team to help drive our roadmap.
Example projects
Run a land-and-expand motion at a Fortune 500 manufacturer, closing an initial deal with a clear expansion path based on proven ROI.
Build a repeatable outbound playbook targeting RevOps and Sales Ops leaders at companies over-reliant on Salesforce CPQ workarounds or spreadsheet-based quoting.
Partner with a founder on a strategic enterprise deal, shaping how Roadrunner positions against entrenched CPQ incumbents in a complex, multi-stakeholder environment.
Develop a discovery framework that surfaces the hidden costs of legacy CPQ - manual errors, deal desk bottlenecks, and approval delays - and quantify them for economic buyers.
What you'll bring
5+ years in enterprise SaaS sales with a consistent track record of closing 6- and 7-figure ACV deals.
Experience running complex, multi-threaded deal cycles end-to-end, from cold outreach to signed contract.
Strong executive presence and the ability to build credibility quickly with CROs, CFOs, and VP-level buyers.
A builder's mentality: you're energized by figuring out what works, not just running an established playbook.
Self-sufficient and pipeline-driven - you know how to generate your own opportunities and don't wait for inbound.
Even better if you have:
Experience selling CPQ, deal desk, or RevOps tooling (Salesforce CPQ, DealHub, Conga, Apttus, or similar).
Prior experience as an early or founding sales hire at a high-growth startup.
Familiarity with enterprise pricing complexity: tiered pricing, usage-based models, multi-product bundling, or approval workflows.
What we offer
Medical, dental, and vision benefits for you and your family.
Lunch and dinner, as well as snacks and coffee to keep you energized.
Take what you need vacation policy.
Equal opportunity
We value our differences, and we encourage all to apply — especially those whose identities are traditionally underrepresented in tech organizations. We do not discriminate on the basis of race, religion, color, gender expression or identity, sexual orientation, ancestry, national origin, citizenship, age, marital status, veteran status, disability status, political belief, or any other characteristic protected by law. Roadrunner is an equal opportunity employer.
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