Enterprise Account Executive - Americas (West)

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 (1,000+ employees) accounts 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 and HR tools and workflows

• A network that includes Heads of Talent you can tap into

Our Philosophy

Here are a few key points (relevant to the go-to-market side) that should give you an idea of what it is like to work with us:

• We spend a lot of time building best-in-class products since we believe a highly differentiated product is easier to sell.

• We aim to provide both product & industry expertise whenever we interact with prospects and customers.

• We strongly believe that small teams with very talented people (and the ri