Enterprise Account Executive - Americas (East)

About this Role

You will help us win Enterprise accounts in Eastern and Central time zones 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 whom you can tap into

Our PhilosophyHere 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 right work environment) deliver much better performance than teams with large headcount. We hire and compensate accordingly.
• We value a strong sense of ownership, principled thinking over experience, and thoughtful communication.

Interview ProcessOur interview process is thorough — we assess if you are the right fit for Ashby and we will provide ample information for you to determine if Ashby is the right place for you. The process for this role is as follows:

• Intro Call (30 min) - You'll meet with a Recruiter to discuss your fit for the role and address questions about our market and solution.
• Written Exercise - You'll complete a short take home assignment to showcase your outbound muscle.
• Experience Deep Dive (60 min) - You'll walk the Hiring Manager through your career journey in some detail to highlight your experience, achievements, and points of learning to understand how you've developed into the professional you are today.
• Challenge Interview (90 min) - This will be made up of two parts:
• Discovery and Demo Role Play (60 min)
• Deal Strategy Discussion (30 min)