Enterprise Account Executive - Americas (East)

ABOUT ASHBY We’re building the next generation of enterprise software and we’re starting with a suite of products that empower talent leaders, recruiters, and hiring managers to be a driving force for revenue & efficiency via a holistic, data-centric talent strategy. We are well funded and backed by great investors, including Y Combinator, Elad Gil and Lachy Groom. We have thousands of amazing customers including Snowflake, OpenAI, Shopify, Ramp, Notion, and Zapier (and many others who we cannot name!). We have a clear buyer persona and large target market. Plus, we already have multiple products to sell. Revenue and headcount is growing 100% Y/Y and we've only taken the first steps towards a much larger opportunity. In short, it's the perfect time to join! 🚀 ABOUT THIS ROLE You will help us win Enterprise accounts in Eastern and Central time zones by managing the full sales cycle from pipeline generation through to won. You can expect to own a curated list of excellent fit, high propensity accounts as well as a geographic territory with significant market opportunity. In this role, you'll primarily focus on new logo acquisition via a healthy mix of inbound and outbound, while also covering a small number of customer accounts for expansion and upsell. Our emphasis is on your ability to excel in the areas listed below and your appetite for continuous growth & improvement. ROLE REQUIREMENTS: - You have a multi-year track record of exceeding $1M+ quotas, selling complex SaaS technologies to large organizations - You have closed many $100K+ ARR sales which require consensus building and executive engagement. - You have a demonstrated ability to win highly competitive opportunities by identifying pain and business impacts and connecting those to strategic initiatives of the leadership team - You are a hunter at heart and are comfortable self-sourcing a majority of your own pipeline - You have a growth mindset and are excited to tackle the challenges of a high growth startup YOU COULD BE A GREAT FIT IF: - 📣 You demonstrate mastery of clear communication. You ask questions with precision and can explain complex concepts in simple terms. You eschew business jargon. - 🏔️ You skillfully guide prospects through their entire buying process—engaging the right stakeholders at the right time to create consensus for a strategic technology decision. - 🤓 You become both a product and industry expert. You create ‘Ah ha!’ moments in collaboration with your Solutions Engineer to build momentum & solve customer-specific challenges. - 🔍 Your peers describe you as detail oriented. You send timely & crisp follow-up emails. You take pride in internal operations, like real-time CRM updates. - 🤝 You have strong business acumen. You help customers connect the dots between technical problems and their business impact. You craft compelling cases for change. - 💰 You're excited to land the biggest deals we've ever done. You are diligent and gritty and have demonstrated perseverance to win long, competitive sales cycles. - ⚙️ You're a creative problem solver and comfortable with some healthy ambiguity. You'll help us refine our Enterprise go-to-market motion to maximize the segment's results over time. - ✈️ You're willing to travel for company events, customer meet ups and on-sites. YOU MAY NOT BE A GREAT FIT IF: - 🤫 You dislike prospecting. Enterprise reps at Ashby are responsible for sourcing half or more of their pipeline to complement our robust inbound lead flow. - 💻 You prefer to leave demos "to the experts." While you can expect Solutions Engineering support, our most successful AEs are those with strong curiosity and deep product acumen. - 💼 You're more of a relationship builder who focuses on selling into the install base. This is primarily a new business oriented role. - 🐺 You're a lone wolf. You prefer to go it alone in your pursuit of new business. We believe in a team-selling sales model. BONUS: - Familiarity with Talent Acquisition an...