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Enterprise Account Manager

2 months ago

San Francisco, California, United States Ashby Full time
Job Overview

About Ashby
At Ashby, we are on a mission to revolutionize enterprise software by offering a comprehensive suite of tools designed to empower talent leaders, recruiters, and hiring managers in executing a streamlined and data-driven hiring process.

We are well-supported by esteemed investors, including Y Combinator, Elad Gil, and Lachy Groom. Our client base boasts over 1,300 exceptional customers, including industry leaders such as OpenAI, Ramp, Notion, and Zapier, among others.

With a clearly defined buyer persona and a vast target market, we are poised for significant growth. Our current offerings lay the groundwork for a much larger opportunity, making this an ideal time to join our team.

Role Responsibilities

In this position, you will play a crucial role in securing Enterprise accounts by overseeing the complete sales cycle, from generating leads to closing deals. You will manage a carefully selected list of high-potential accounts along with a geographic territory rich in market potential.

Your primary focus will be on acquiring new logos, while also nurturing a select number of existing customer accounts for expansion and upselling opportunities. Success in this role hinges on your ability to excel in the following areas and your eagerness for continuous development:

Qualifications
  • You possess a proven track record of surpassing $1M+ quotas, specializing in the sale of complex SaaS solutions to large enterprises.
  • You have successfully closed numerous sales exceeding $100K+ ARR, necessitating consensus-building and engagement with executive stakeholders.
  • You demonstrate a strong capability to win competitive opportunities by pinpointing pain points and aligning them with the strategic goals of leadership teams.
Ideal Candidate Profile

You may be an excellent fit if you:

  • Exhibit exceptional communication skills, asking precise questions and simplifying complex concepts without resorting to jargon.
  • Effectively guide prospects through their purchasing journey, engaging the right stakeholders at the appropriate times to foster consensus on strategic technology decisions.
  • Become both a product and industry authority, creating impactful moments by customizing presentations and demonstrations to address specific challenges faced by prospects.
  • Are detail-oriented, ensuring timely and clear follow-up communications and maintaining accurate CRM updates.
  • Possess strong business acumen, assisting customers in understanding the connections between technical challenges and their business implications.
  • Demonstrate resilience and determination, successfully navigating lengthy and competitive sales cycles.
  • Are enthusiastic not only about closing deals but also about refining our Enterprise go-to-market strategy to enhance overall segment performance.

You may not be a suitable fit if you:

  • Dislike prospecting, as our Enterprise representatives, in collaboration with the Marketing team, are responsible for sourcing many of their own leads.
  • Prefer to leave demonstrations to others; while Solutions Engineering support is available, our most successful Account Executives possess a strong curiosity and deep understanding of the product.
Bonus Qualifications
  • Familiarity with Talent Acquisition tools and processes, whether as a seller, hiring manager, or recruiter in previous roles.
  • A network that includes Heads of Talent that you can leverage.
Our Philosophy

Here are some key principles that guide our go-to-market approach:

  • We dedicate significant time to developing best-in-class products, as we believe that a highly differentiated offering is easier to sell.
  • We strive to provide both product and industry expertise in every interaction with prospects and customers.
  • We firmly believe that small teams of talented individuals, supported by the right work environment, outperform larger teams. Our hiring and compensation practices reflect this belief.
  • We value ownership, principled thinking over mere experience, and thoughtful communication.
Interview Process

Our interview process is comprehensive, designed to ensure that each new team member is a great fit for Ashby while providing you with ample information to determine if Ashby is the right fit for you. The process for this role includes:

  • Recruiter Screen: 30 minutes
  • Hiring Manager Interview: 60 minutes
  • Demo Role Play: 45 minutes
  • Final Round: 2 hours
Benefits
  • Sell a product that genuinely excites our customers.
  • Achievable quotas, with over 65% of Account Executives meeting or exceeding their targets.
  • Unlimited PTO, with a recommendation of four weeks per year.
  • Generous budget for equipment, software, and office furniture to ensure you have what you need to be productive.
  • 10-year exercise window for stock options, allowing you to purchase stock options when financially comfortable.
  • $100/month education budget, with manager approval for more expensive items like conferences.
  • Top-tier health insurance for you and your dependents, with 99% of premiums covered, along with Flexible Spending Accounts and 401K matching.

Ashby is committed to providing equal employment opportunities (EEO) to all employees and applicants without regard to race, color, religion, sex, national origin, age, disability, genetics, sexual orientation, gender identity, or gender expression. We are dedicated to fostering a diverse and inclusive workforce and welcome individuals from all backgrounds, experiences, perspectives, and abilities.

Compensation Range: $260K - $300K