Account Executive, Emerging Enterprise

Hiring Manager: Vishal Arya – Sales Manager ✨ TL;DR – Why This Role Matters We’re looking for an Emerging Enterprise Account Executive to help us expand Scribe’s reach within high-growth, mid-market to lower enterprise organizations. This role focuses on landing the initial contract with net-new customers, helping them take their first step toward scaling knowledge across their business. You’ll own the entire sales cycle, leveraging a steady stream of inbound leads and your own curiosity to close strategic new logos. 📌 About the Role Scribe’s Workflow AI platform is incredibly versatile, and so is this role. Our Emerging Enterprise AEs partner with teams across industries to turn their manual, messy processes into step-by-step guides that scale. Whether it's enabling a bank’s L&D team during a software rollout or helping a hyperscaler’s Finance team prepare for an audit, this role is about helping new customers see what’s possible. As an Account Executive, Emerging Enterprise at Scribe, you will: - Report to Vishal Arya, Sales Manager, and partner with Sales, Marketing, and Customer Success. - Own the full-cycle sales motion for new customers, with a focus on net-new acquisition. - Manage a steady pipeline of high-quality inbound leads while executing targeted outbound into priority segments. - Run multiple deals concurrently, typically in the $30K–$50K ACV range, closing in 2–3 months. - Use a consultative, structured approach (e.g., MEDDPIC, SPICED) to guide multi-stakeholder deals to close. - Leverage tools like Salesforce, Gong, and Sigma to manage pipeline, improve forecasting, and share insights. - Share learnings across the team to continuously improve how we land and expand within this customer segment. 🌎 Location While we’re a globally distributed team, this role requires you to live permanently in the United States. 🧩 What Makes You a Great Fit You’ll thrive in this role if: - You’ve run full-cycle sales motions for SaaS companies and know how to land new customers, even when they’ve never heard of you. - You’ve closed multi-stakeholder deals using a structured methodology and can confidently forecast your pipeline. - You’re energized by a strong inbound funnel but know how to prioritize, qualify, and close with urgency. - You stay curious, asking great questions, learning fast, and adjusting as the product evolves. - You’re excited by a high-growth, ever-changing environment and see ambiguity as an opportunity to lead. - You care about outcomes over ego and love building alongside a team that values excellence and experimentation. If you’re reading this thinking “that’s me,” we’d love to meet you. 🚫 This Role Is Not for You If - You prefer selling only to known contacts or existing customers. - You’re not comfortable managing a fast-moving pipeline or working inbound and outbound concurrently. - You’re looking for strict role boundaries or highly defined sales processes, we’re still building. - You’d rather work in a mature, slower-paced environment than a high-velocity startup. 👋 About Us Scribe https://scribe.com/ is where exceptional people come to do the best work of their careers. More than 94% of the Fortune 500 use Scribe to ensure work gets done right, and see how to do it even better. Our Workflow AI platform automatically captures and optimizes workflows so teams work smarter, faster, and more consistently. We’re growing fast — since our founding in 2019, we’ve grown to over 5 million users across 600,000 businesses. Based in San Francisco, we've been named a LinkedIn Top Startup, are valued at over $1 billion, and are backed by leading investors. Join us in our mission to uplevel how people do work. 🛠️ How We Work We are builders aspiring to master our crafts. We care deeply about our teammates and want to win, together. We fully embrace the following values: - Accelerate impact - Raise the bar - Make our users heroes - Clear is kind - Rapid learning machine - One team one dream 💰 Compensation $22...