Enterprise Account Executive

About the Company

At Humantic AI, our mission is to humanize the internet. Our product is at the cutting-edge of AI, Psychology and large-scale data. We believe that we have an opportunity (and even a responsibility) to personalize and humanize how people interact over the internet; and an opportunity to inspire far more trustworthy relationships online than it has ever been possible before. We currently focus on selling ‘buyer intelligence’ to sales teams. We provide previously impossible insights about the buyers to our users, which help them personalize every interaction and build trustworthy connections that otherwise would not be possible. Gartner has listed us as one of the only 5 Sales AI products that enterprise sales teams should use. We are taught as part of coursework at universities like Indiana University and Baylor University. Our customers include enterprises like AWS, NextEra Energy and Cushman & Wakefield; startups like Domo, AcuityMD, Gitlab and even the sales team at the legendary Manchester United. And we have just about started!

About the Role

Key Responsibilities

• You will become a master of the Humantic AI product, Buyer Intelligence as a segment and the general Sales AI market.
• You will become a trusted sales advisor to potential customers (that will include CROs, senior sales leaders), have an ability to deeply understand their pains, needs and convincingly convey how Humantic AI can solve those pains.
• You will evangelize ‘buyer intelligence’ and educate potential customers how it changes the games for their sales teams.
• You will strategically prospect into assigned accounts, leveraging email, calling and social selling and develop multi-threaded deal strategies.
• You will take ownership of conducting discovery calls, demo calls, and guiding prospects through the sales journey till closure.
• You will drive the entire sales process from prospecting to qualification to closing, working closely with the Head of Sales and C-Suite leaders.
• You will be a full-cycle salesperson and will be responsible for generating most of your own pipeline on your own.
• You will be assisted by a LDR/Analyst who will do the heavy lifting for you and assist you all through the sales cycle.
• You will actively contribute to refining and iterating sales processes, develop playbooks, and provide valuable insights and suggestions to leadership.
• You will follow the process with rigor and discipline and set an example for junior team members.

Qualifications

What Really Matters

• At least $1M in closed/won revenue over your career - if you have done that in 2 years, that’s better than doing it in 5 years.
• A trailblazing track record of consistently exceeding targets, President’s Clubs and such. Or significant success in selling an early stage, hard to sell, category creating product.
• A sharp brain, an ability to customize pitch on the fly and a scientific approach to sales.
• Ability to hustle and have dogged determination, but with a high-level of discipline and structure.
• Highly competitive nature and a track record of over-achieving quota, time and again.
• Experience in full-cycle selling, sourcing your own pipeline as well as closing.
• Proven ability to sell to both functional and departmental groups including Sales, IT and HR.
• Passions for technology, software, and how it helps businesses succeed.
• Most importantly, genuine love for your clients and a penchant for making them successful.
• Experience selling deals larger than $100K ACV to the US market and a willingness to work USA hrs as our clients/prospects are primarily in this geography.
• Market Focus: Prefer candidates with mid-market or enterprise selling experience.
• Industry Focus: Candidates selling SaaS to enterprises are preferred. Candidates from IT services or IT product backgrounds are also considered.
• Target Companies: Candidates from companies like Gartner, Adobe, and other enterprise-focused firms are preferred due to their rigorous sales processes.
• The kind of values you have as a person.

What Matters Somewhat

• Ideally, 5+ years experience in SaaS sales, with a minimum of 3 years in a closing role selling to mid-market or enterprise customers.
• Prior knowledge or experience selling to sales leaders.
• Participation in competitive sports at a serious level in the past.
• Knowledge of DISC, MEDDPICC, training in Sandler, Challenger methodologies etc.

Personality Expectations

We believe that it takes a certain kind of person to do a certain kind of work well. For this role, we expect you to be a go-getter with an ability to hit goals at any cost. You probably enjoy endurance sports or other activities that need you to push yourself to your physical and mental limits. You probably have been competitive for as long as you can remember. You expect very highly of yourself and being less than ideal anywhere almost pains you. On the other side, there is only one thing that we care for apart from performance - your values. We have room for mistakes on the performance side, we have no room for mistakes on your values.

What is in it for you?

• Top-grade salary + significant equity + remote work + a world-class problem + kickass teammates + open culture.
• An opportunity to become a world-class AI-enabled enterprise seller.