Account Executive

About us Harmonic is the startup discovery engine. It pains us to see great startup opportunities consistently go unfunded not because of lack of talent, but lack of signal. We're fixing that by mapping the entire startup landscape and building the tools that put the right companies in front of the right people at the right time. Investors, corporate development, and GTM teams at Anthropic, OpenAI, General Catalyst, Kleiner Perkins, Brex and Notion use us to find breakout companies before they're obvious and turn that discovery into action. Whether that's a check, an acquisition, partnership or won business. We’re growing revenue at a rate of 100%+ annually, backed by $30M from Craft, Floodgate, and Sozo Ventures. We're committed to ensuring hundreds of billions of dollars find the right founders, so the innovations that matters most flourish. If that resonates, let's talk. The role We’re looking for a full-time Account Executive, who will be responsible for bringing in new customers to our the company. On top of driving critical revenue for our company, we’re excited about how you can help us improve our sales process and product. We believe that our sales journey can be a source of differentiation for our company, and expect our AEs to embody customer obsession shared by the rest of our company. Specifically, you will: Own the customer journey from end to end, whether it’s first discovery call, demoing, running pilots or negotiation and closing Multi-thread opportunities to cultivate champions and loop in decision makers Relay customer needs to our product team, to drive our product roadmap Refine your craft and sharing best practices with your teammates Identify and communicating different ways we can improve our process Forecast with accuracy to ensure we’re focusing on the right customers What we value: Being customer-obsessed : You’ll need to get to your goals the right way, as we’d rather lose a deal than mislead customers. We expect all of our customer facing team to excel at responsiveness, understanding customer needs and having the product knowledge to solve customer problems. Continuous self-improvement : We care less about who we are today and more about who we can become. You’ll both receive and provide regular feedback via reviewing calls, written communication and anything else that we stumble across where we can get better. We index heavily on introspection, openness to feedback, and direct communication. “Get shit done” attitudes : There are definitely easier jobs out there. We’ve gone viral and Account Executives have had a dozen calls per day for a week. We’ve had technical issues where Sales Engineers or Account Managers need to ship things late on a Friday night. Speed wins and retains customers. If you’re curious about the team, here’s more information: Explore Working with Aaron to understand how your leadership operates and makes decisions. Explore our Team Page to get acquainted with us. We're an exceptionally collaborative, engaged and deeply committed to our shared cultural values. Role requirements: 2+ years of experience holding a new business quota, with a track record of excellence, ideally in a similar domain (SaaS or data companies). A resourceful, roll-up-your-sleeves mentality - you’ll help us refine what great looks like. Comfort with ambiguity and rapidly changing sales environments. Excellent communication skills - can speak to a variety of users and stakeholders (sales, engineers, data scientists). Technical acumen, and the ability to learn software products very quickly. An excitement to work in person most days of the week at our office in Flatiron Pay: For roles with on-target-earnings (OTE), the pay range includes both base salary and target incentive compensation. Target incentive compensation for some roles may include a ramping draw period. Compensation is higher for those who exceed targets. Candidates may receive more information from the recruiter. Pay Range: $100,000 – $250,00