Enterprise Account Executive

Department: Sales

Employment Type: Full Time

Location: United States

Reporting To: Global Sales Manager

Description

Hey 👋 I’m George- Global Sales Manager at Pinpoint.
We’re a high-growth, HR-tech start-up building and selling software that helps in-house recruitment teams attract, hire, and onboard the right talent. Today, we have a strong foundation in place, with a mature product, strong product-market fit, and happy customers.
We're experiencing rapid, sustainable growth. Last year, our Account Executives (AEs) achieved an average quota attainment of 101%. This year, we've won 6 of our 10 largest customers, with Q2 ACV up by 93% year-over-year. To that end, we are looking for an Enterprise Sales Account Executive to join our team.

This role offers the opportunity to significantly impact our growing sales team. We're seeking driven individuals with a proven track record of winning enterprise deals (accounts > 1,000 employees) in competitive markets. You’ll need to hit the ground running and help set new benchmarks for success in this segment.

A few things to know before applying:

• This is a remote role based in the US (EST) with travel expectations of up to 30% annually for events, onsite demos, and team off-sites (occasionally in the UK).
• You will be responsible for self-sourcing at least 50% of your new business.
• We don’t have dedicated Sales Engineers or Enablement teams, so you’ll need to proactively seek knowledge, leverage external resources, and collaborate with team members.
• Our product has strong market fit and an established pricing strategy. It is highly horizontal, serving organizations of varying sizes and industries. You’ll need to quickly grasp its full capabilities and adapt to the diverse challenges of different prospects.
• Many champions struggle to tie their challenges to business impact or the economic buyer’s priorities. You’ll become an expert in helping them bridge this gap.
• You’ll manage a high-volume workload efficiently, excel in meeting preparation, and deliver high-quality follow-ups.
• Our values shape who we are and how we work. We're excited to meet candidates who share these principles and will bring these values to life in their work.

About the Role

• Manage the entire sales cycle for your leads—from initial outreach to contract signing—while carrying an annual quota of $950k to $1.2M
• Self-source at least 50% of your leads to maintain a robust and sustainable pipeline
• Handle deals ranging from $30k to $250k ACV, with the majority falling between $40k and $80k
• Contribute to RFPs, create customized proposals, and deliver product demos tailored to client-specific needs
• Maintain accurate forecasts and provide performance visibility by keeping our CRM system up to date
• Document insights and learnings to enhance team performance and drive continuous improvement.
• Collaborate on team projects to optimize and innovate the sales process
• Occasionally travel to deliver high-impact on-site demos and foster client relationships

About You

• 3+ years' working as an AE in a B2B SaaS environment selling primarily to accounts between 1,000 and 10,000 headcount.
• Relevant industry experience, either in selling TA or HR tech, or with past experience as a recruiter.
• Successfully carried a $1M+ quota and achieved at least 90% of the annual quota over the past two years.
• Consistently self-sourced at least 50% of the sales pipeline in previous roles.
• Proven track record demonstrating our core values
• Quick to learn complex products, conduct technical demos, and engage C-level executives effectively.
• Highly organized with strong attention to detail, resilient under pressure, and proactive in seeking improvement.
• Financially motivated, results-driven, and approaches challenges with a growth mindset and accountability.

FAQs

How fast will I be expected to ramp?
You’ll have a 3-month ramp period to get up to speed.

How am I paid during ramp?
During the ramp period, you’ll receive your base salary plus 20% commission on any sales made.

How many of your current reps hit quota?
Last year, AEs achieved a blended quota attainment of 101%. 

Individual rep attainment (fully ramped):

• 127%
• 114%
• 91%
• 88%
• 70%
• 66%

How is commission ca