Account Executive – Startups & ISVs
RemoteSan Francisco, California, United States
San Francisco, California, United StatesRemoteFull TimeSenior LevelSmall
Full TimeSenior LevelSmall
Job Summary
Own the full account lifecycle for startups and ISVs, managing prospecting, qualification, closing, onboarding, and expansion as the primary contact for all commercial matters. Build and manage a healthy pipeline of target accounts through outbound and inbound motions, collaborating with marketing and AWS field teams on joint opportunities. Drive renewals, negotiate contracts, and ensure compliance with commercial terms while tracking key metrics like revenue, NPS, and pipeline risks. Coordinate with solution architects and delivery teams to align internal resources and deliver on agreed outcomes.
Required Qualifications
- 5+ years of experience in account management, new business (hunting), or client success in IT services, SaaS, or technology consulting
- Demonstrated success in owning revenue, renewals, and upsell/ cross-sell targets for mid-market or enterprise accounts
- Experience working with technology or digital transformation offerings (cloud, data/analytics, AI/ML preferred)
- Strong relationship-building and stakeholder management skills, including comfort engaging with senior and CXO-level clients
- Excellent communication, presentation, and negotiation skills, with the ability to translate technical solutions into business value
- Solid commercial acumen: pipeline management, forecasting, pricing discussions, and contract understanding
- High ownership, structured problem-solving, and the ability to manage multiple accounts and priorities simultaneously
- Proficiency with CRM tools and basic reporting (e.g., Salesforce/ HubSpot, Excel/Sheets, dashboards)
Desired Qualifications
- AI/ML
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