СШАAccount Executive
1 нед. назад
125k–250k USD / годСША
pipeline managemententerprise salesoutbound prospectingcontract negotiation
Sell autonomy software for industrial vehicles to large enterprise customers in industries like mining, agriculture, manufacturing, and defense.
Обязанности
- You'll be responsible for building and driving a pipeline of large enterprise opportunities, with a target of approximately $2M in new ARR per year , typically across 4–8 deals .
- You'll:
- Find and develop new opportunities through outbound prospecting, referrals, industry relationships, events, and creative approaches we haven't thought of yet.
- Run initial conversations and understand the customer's business, operation, buying process, and reasons for considering autonomy.
- Work with a Product Architect to determine what type of autonomous system would actually be useful to the customer.
- Build relationships across customer organizations—from engineers and operators to executives, procurement, and legal.
- Keep complicated deals moving. Establish next steps, identify blockers, follow up relentlessly, and make sure promising opportunities don't die from inertia.
- Coordinate the internal team needed to win each deal, including the CEO, Product Architect, and Commercial Associate.
- Navigate pilots, technical evaluations, budgeting, procurement, contracting, and executive approval.
- Own the commercial relationship and forecasting through close.
- Look for expansion opportunities within customers you've helped land.
- You'll have significant support. The Product Architect own much of the technical scoping, and our Commercial Associate helps produce customized proposals, presentations, research, and other sales material.
Условия
- Our commission structure is designed to reward people for building meaningful, durable business.
- AEs earn 5% of the ARR they close, 2% of non-recurring revenue as the customer pays it . Because many of our contracts are multi-year, a deal you close today can continue generating commission for you in future years.
- At the target of $2M in new ARR, that represents approximately $100,000 of annual commission from that cohort of business by end of their first year as collected. Strong performance can therefore compound into substantial earnings as you build a book of multi-year customers.
- There is no artificial cap on what you can earn.
Другое
- builds autonomy software for industrial vehicles. We make it possible to automate vehicles like tractors, bulldozers, haul trucks, and other heavy equipment without building an autonomy stack from scratch.
- We're hiring an Account Executive to help us find and close our next generation of large enterprise customers.
- This isn't a traditional SaaS AE role. Our customers are automating real machines in industries like mining, agriculture, manufacturing, and defense. Deals are complex, technical, and increasingly large. A single customer can represent hundreds of thousands or millions of dollars in annual revenue.
- You'll work directly with Polymath's CEO, Product Architect, and commercial team to take opportunities from first conversation through signed contract.
- We're deliberately open to someone relatively early in their sales career.
- You don't need 10 years of enterprise sales experience or a Rolodex of Fortune 500 executives. We're much more interested in someone with an exceptional trajectory who wants substantially more responsibility than they're likely to get at a larger company.
- You should have:
- A track record of succeeding in B2B sales and owning deals through close.
- Experience generating your own pipeline—not just working inbound leads.
- Evidence that you're unusually ambitious, persistent, and proactive.
- Excellent written and verbal communication.
- Strong organization and an instinct for keeping deals moving.
- Comfort talking with both highly technical people and senior executives.
- The ability to learn complicated products and industries quickly.
- A willingness to pick up the phone, get on a plane, visit an industrial site, or do whatever else reasonably helps move an important opportunity forward.
- The judgment to be persistent without damaging a long-term customer relationship.
- Experience selling six-figure enterprise deals, technical products, industrial technology, robotics, manufacturing software, or similar products is helpful, but not required .
- We're especially interested in people who have repeatedly been given more responsibility because they performed exceptionally well—for example, someone who progressed rapidly from SDR/BDR to AE and is now ready to make the jump into large enterprise sales.
- Enterprise sales at Polymath is a team sport.
- An AE isn't expected to independently design an autonomous vehicle system, write every proposal, negotiate every contract, and then manage the customer forever.
- Instead, you'll quarterback a team:
- You: Find opportunities and drive the sales process from first meeting through close.
- Product Architect: Work with the customer to understand their operation and scope the right technical solution.
- Commercial Associate: Help with account research, customized materials, proposals, and moving the commercial process forward.
- CEO: Work directly with you on major opportunities, commercial strategy, negotiation, and closing.
- As customers grow, Account Managers can take responsibility for the ongoing relationship and expansions they originate, allowing you to continue hunting for new opportunities.
- This role offers an unusual amount of responsibility for someone relatively early in their career.
- You'll learn how large industrial companies actually buy emerging technology. You'll participate directly in six- and seven-figure enterprise sales. You'll work with founders and technical leaders rather than being one layer in a large sales organization. And you'll help determine how Polymath builds its sales organization as we grow.
- If you're already one of the best people on a small or mid-market sales team and are frustrated that it'll take another five years before someone lets you own the biggest opportunities, we'd like to talk to you.