Account Executive

Position: Account Executive Location: San Francisco, CA / Atlanta, GA (Hybrid/Remote Flexibility) Type: Full-Time Experience: 2–4 Years in SaaS/AI Sales WHY COWORKER? Coworker is redefining how organizations work with AI. Our platform delivers the same chat, cowork, and code capabilities that enterprises need — at 80% lower cost with identical output quality. We do this by ensuring through our technology that every task has the right context and model to be completed most effectively. We're a fast-scaling startup with a powerful PLG engine and rapidly growing enterprise pipeline. THE ROLE Drive AI adoption for organizations under 1,000 employees — from PLG conversion to strategic expansion. We're seeking a high-performing Account Executive to own the full sales cycle for SMB and Mid-Market accounts (under 1,000 employees). You'll convert PLG-driven leads into paying customers, identify expansion opportunities, and build a predictable revenue engine. Ideal for an ambitious AE with 2–4 years of SaaS sales experience. WHAT YOU'LL DO - Own the Full Cycle: Manage 30–40 opportunities monthly, from qualification through close (1–2 month cycles). - PLG Conversion: Convert self-serve signups into strategic, multi-seat contracts. - Hunt & Generate Pipeline: Proactively identify and engage target accounts; generate 50%+ of your own pipeline through strategic outbound hunting. - Prospect & Qualify: Partner with the Growth team; supplement inbound with daily outbound activities. - Discovery & Demo: Map pain points to platform capabilities; deliver tailored ROI-focused demos. - Deal Strategy: Navigate multi-stakeholder deals using MEDDIC/BANT; overcome objections on budget, security, integration. - AI Advisory: Advise organizations implementing AI across teams using tools like Claude, ChatGPT, and other platforms — optimizing existing AI investments alongside Coworker. REQUIREMENTS - Experience: 2–4 years in SaaS closing roles (SDR/BDR promotion preferred); consistent 75%+ quota attainment; familiarity with mid-market sales cycles (30–60 days). - Sales Skills: Strong prospecting instincts, negotiation skills, and ability to articulate technical value propositions clearly to both technical and non-technical buyers. - AI Fluency: Hands-on experience with AI tools beyond basic chat (Claude, ChatGPT, Cursor, etc.) — ability to advise customers on implementing AI efficiently across their organization alongside other tools. - Mindset: Hustle, ownership, hunger to learn, coachable attitude, and resilience in ambiguous, fast-changing environments. - Competitive Drive: Extremely competitive and self-motivated with a track record of overachievement. PREFERRED QUALIFICATIONS - 1+ years selling to mid-market or enterprise SaaS - Familiarity with AI and Enterprise AI landscape - Experience with PLG motion or product-led sales - Existing relationships in the SMB/Mid-Market B2B SaaS ecosystem COMPENSATION & BENEFITS OTE: $210,000–$240,000 (50/50 base/variable split) - Base Salary: $105,000–$120,000 - Variable Commission: $105,000–$120,000+ (uncapped accelerators for overperformance) - Equity: Extremely generous equity in early-stage company - Ramp: Structured ramp program with guaranteed draw - Benefits: Health/dental/vision insurance, 401(k), unlimited PTO CAREER DEVELOPMENT - Mentorship: Paired with senior AEs for deal reviews and skill-building - Promotion Path: Clear trajectory to Enterprise AE or Team Lead within 18–24 months - Training: Workshops on MEDDIC, AI tooling and analysis, and startup autonomy About Coworker Coworker.ai http://Coworker.ai is an equal opportunity employer. We believe everyone should feel great about being their authentic selves at Coworker — this is the only way to do our best work. We encourage you to apply even if you feel over- or under-qualified. We want to find the best people to help us build the future of work, no matter who they are. DROP US A LINE! We encourage you to drop us a line even if you feel over- or under-q