Up-Market Account Executive

After years of record growth, we're building the next generation of our sales team. We're looking for AEs who don't just sell software, but who think like operators, move like entrepreneurs, and use AI as a force multiplier in everything they do. We build the platform that helps engineering leaders make smarter decisions. The best person to sell that? Someone who already thinks that way. What you'll do - Build pipeline intelligently: use AI-assisted prospecting, signal-based outreach, and your own instincts to open doors with CTOs, VPs of Engineering, and Engineering Directors at up-market accounts - Lead technical and business conversations: you're as comfortable white boarding an integration as you are presenting an ROI case to a CFO - Run a sophisticated deal cycle: product demos, POCs, business cases, executive read-outs. You orchestrate all of it, and you use every tool available to do it faster and sharper than the competition - Forecast with precision: you use data and AI-powered insights to maintain an accurate, honest pipeline. No sandbagging, no surprises - Partner across the GTM team: tight collaboration with Sales Engineering and Customer Success isn't optional here — it's how we win - Own the full revenue relationship: you care about what happens after the signature. Expansion and renewal are part of your scorecard and your identity What you bring - AI-native mindset: you already use AI tools to research accounts, personalize outreach, prep for calls, and move faster than everyone else. If you're not doing this yet, you're excited to start - Passion for the craft: selling is a skill you work at. You study your wins and losses, you iterate, and you never stop learning - Competitive drive: you've consistently finished at the top of the leaderboard and you have the numbers to prove it - Resilience: you bring your best to every email, every call, every relationship — and you don't confuse activity with complacency - High-growth mentality: fast-paced, ambiguous, entrepreneurial environments don't intimidate you. They energize you - Sense of humor: we work hard, we aim high, and we laugh along the way. The profile we're looking for - 5+ years of Enterprise B2B sales experience, ideally at a startup - Proven track record selling to CTO / VP Engineering / Director of Engineering personas - Consistent track record closing $90k+ ARR deals - Experience with SPICED methodology a strong plus A list of job experiences and qualification requirements is great, but humility, a performance-driven attitude, and a team-player approach are most important to us. We love to have fun and win in the process. We only hire people who have a passion for building great companies in an environment where a sense of humor is a must. Occasional travel may be required. Applicants must be authorized to work for any employer in the US. We are unable to sponsor or take over sponsorship of an employment visa at this time. Let’s talk about us! This is all about you, but you want to know a little about us. Jellyfish https://jellyfish.co/ enables leaders to effectively build AI-integrated engineering teams, align engineering decisions with business initiatives and deliver the right software efficiently and on time. AI tools alone won’t transform your org—Jellyfish shows you what’s working, what’s not, and how to build high-performing teams that know how to use AI the right way.