Title: Enterprise, Account Executive Location: Los Angeles, CA United States hybrid Job Description: We offer a hybrid work environment. Most US-based positions can also be performed remotely (any exceptions will be noted in the Minimum Qualifications below.) Our Mission: To actively connect people to their next great opportunity. Who We Are: ZipRecruiter is a leading online employment marketplace. Powered by AI-driven smart matching technology, the company actively connects millions of all-sized businesses and job seekers through innovative mobile, web, and email services, as well as through partnerships with the best job boards on the web. ZipRecruiter has the #1 rated job search app on iOS & Android. Summary: As an Enterprise Account Executive, you are eager to use your strategic selling skills to hunt and educate prospective customers on the benefits and value of ZipRecruiter. This role is heavily focused on net new logo/new business with large enterprise-level companies. You will serve as a trusted adviser, share insights, and continually seek opportunities for growth to make your customers as strong and successful as possible. Key Focuses: - Utilize a strong Hunting mentality to win net new Enterprise Accounts (companies with 5,000+ employees) - Drive revenue by prospecting and building a pipeline while building strong personal relationships with potential clients - Close new business consistently at or above quota level - Develop and execute a strategic plan for the territory and create reliable forecasts - Work to develop and circulate the set of best practices that will be the foundation of this growing team - Listen to the needs of the market and share with the product and marketing teams - Leverage your skills and your customers' experience to evolve our product and the sales process continually Minimum Qualifications: - 1-3+ years of experience in outside sales with at least 1 year of current experience selling Net New Business to Enterprise level/C-Suite (selling to companies with 5,000+ employees) - Proven track record of winning net new Enterprise Accounts and exceeding quota and results in a large, high-growth company - Tech-savvy with experience utilizing various prospecting tools, Salesforce, creating and presenting engaging slide decks using Clearslide/Google Docs or Microsoft, and various presentation software - Proven ability to effectively build trust-based relationships with senior-level professionals - Ability to bring together multiple buyers in the same company to build a groundswell, while leveraging partners within ZipRecruiter to evangelize the solution effectively - Location - anywhere in the US, and extensive travel will be required Preferred Qualifications: - Bachelor's degree required; however, extensive industry-specific enterprise sales experience may be considered in lieu of a degree. - Direct industry experience (i.e., recruitment advertising, CPC/PPC, digital media, and/or advertising) - Advanced communication skills with senior executives at the Enterprise level - Proven history of exceeding quota and results in a large, high-growth company - Demonstrated ability to find, manage, and close new high-level business sales As part of our team, you'll enjoy: - Competitive salary - Exceptional benefits package - Flexible Vacation & Paid Time Off - Employer-matched 401(k) plan #LI-Remote The U.S. base pay for this full-time position is $80,000.00 USD, plus commission. Depending on the position offered, equity, bonuses, commission, or other forms of compensation may also be provided as part of a total compensation package, in addition to a full range of medical, financial, and other benefits. ZipRecruiter is proud to be an equal opportunity employer and provides equal employment opportunities (EEO) to all employees and applicants without regard to race, color, religion, sex, national origin, age, disability, veteran status, sexual orientation, gender identity or genetics.

• Prospect and qualify new leads through outbound calls, emails, and LinkedIn outreach • Manage and progress a pipeline of opportunities through the sales funnel • Conduct virtual product demonstrations and presentations to potential clients • Build and maintain strong relationships with prospects and existing clients • Achieve and exceed monthly and quarterly sales targets • Accurately record all sales activities and pipeline updates in the CRM • Collaborate with marketing and account management teams to maximise conversion

Title: Senior Account Executive, Mid-Market -France Location: Flex - Paris, France Job Description: POS-P248 Your Role at HubSpot As a Senior Account Executive Mid-Market at HubSpot you will be engaging directly with small to medium sized businesses, helping them to grow. You will use proactive and inbound selling strategies to find and close new business, and increase the customer's usage of the HubSpot platform over time. You will use your knowledge of digital transformation and change management to act as a trusted advisor and business consultant to the customer, running the sales process end to end with them. Responsibilities of a Senior Account Executive: - Develop and be responsible for your own annual, quarterly and monthly territory business plan - Find new prospects from both inbound and self-sourced leads - Run qualification calls with C-level executives and department leaders - Close both new business and install base at or above quota on a monthly cadence - Sell through internal champions to multiple stakeholders, as well as directly to C -level - Work collaboratively with HubSpot's marketing and technology departments to evolve our sales strategy when new features and products are introduced - Run online and occasionally in person product demonstrations Role requirements: - 4-5 years in a quota carrying role - Professional fluency in English and in French - Experience in a complex selling environment - Have presented and pitched to C-level executives on a business change - Management of monthly and annual pipeline as well as proven accuracy in forecasting - Goal orientated with track record of overachieving on monthly & annual targets - Trained and/or certified in a standardised sales method (E.g. Sandler) Who excels in this role? Top performers will demonstrate: - An understanding of how businesses grow, and confidence advising C-level executives on growth strategies - Genuine curiosity about business and technology - A growth mindset and a habit of seeking feedback for self development - High performance in areas outside of professional work (E.g hobbies, side business, sport, creative) - Having taken on additional responsibility in a team environment (E.g coaching, mentoring, team projects) What are some of the benefits of working at HubSpot? - Generous remuneration and stock units - Interactive employee training and onboarding - Health coverage for you and your family - Amazing colleagues to learn from and enjoy company social outings, parties, and events Please note: This is a role that we hire on an ongoing basis throughout the year. If you choose to apply for this role, your information will be reviewed by our recruiting team and we will reach out to you if your background matches an opening at this time or in the future. We know the confidence gap and impostor syndrome can get in the way of meeting spectacular candidates, so please don’t hesitate to apply — we’d love to hear from you. If you need accommodations or assistance due to a disability, please reach out to us using this form. At HubSpot, we value both flexibility and connection. Whether you’re a Remote employee or work from the Office, we want you to start your journey here by building strong connections with your team and peers. If you are joining our Engineering team, you will be required to attend a regional HubSpot office for in-person onboarding. If you join our broader Product team, you’ll also attend other in-person events, such as your Product Group Summit and other gatherings, to continue building on those connections. Massachusetts Applicants: It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability. Germany Applicants: (m/f/d) - link to HubSpot's Career Diversity page here. India Applicants: link to HubSpot India's equal opportunity policy here. About HubSpot HubSpot (NYSE: HUBS) is an AI-powered customer platform with all the software, integrations, and resources customers need to connect marketing, sales, and service. HubSpot's connected platform enables businesses to grow faster by focusing on what matters most: customers. At HubSpot, bold is our baseline. Our employees around the globe move fast, stay customer-obsessed, and win together. Our culture is grounded in four commitments: Solve for the Customer, Be Bold, Learn Fast, Align, Adapt & Go!, and Deliver with HEART. These commitments shape how we work, lead, and grow. We’re building a company where people can do their best work. We focus on brilliant work, not badge swipes. By combining clarity, ownership, and trust, we create space for big thinking and meaningful progress. And we know that when our employees grow, our customers do too. HubSpot may use AI to help screen or assess candidates, but all hiring decisions are always human. More information can be found here.

Role Description We are seeking a Strategic Account Executive to drive growth by managing and expanding key strategic accounts. The ideal candidate is a humble, hungry, and smart individual with a proven track record in enterprise software/SaaS sales, particularly in engineering solutions. This role requires strong solution sales skills, a deep understanding of engineering workflows and PLM platforms, and the ability to build and maintain relationships with senior stakeholders. - Manage and Expand Accounts: Manage and expand a portfolio of key accounts, focusing on large global customers with complex purchasing processes. Develop and execute strategic account plans to achieve revenue targets. - Foster Senior Stakeholder Relationships: Navigate large customer organizations, particularly within engineering teams, to identify and engage senior stakeholders (VP level and above). Identify and understand client needs, providing tailored solutions to address their pain points. - Own the Sale: Arrange and conduct initial Executive and CxO discussions and positioning meetings. Lead negotiations for contract renewals, expansions, and upsells. Achieve and exceed sales quotas, contributing to the overall growth of Accuris. - Conduct Regular Business Reviews: Schedule and conduct regular business reviews with key accounts to assess performance, gather feedback, and identify new opportunities for growth. Monitor customer health metrics and usage data to identify at-risk accounts and take proactive measures to prevent churn. - Ensure Customer Adoption: Collaborate with the CX team to create and implement detailed customer success plans that outline goals, metrics, and timelines for achieving client objectives. Oversee the onboarding process for new clients, ensuring a seamless transition and quick adoption of Accuris solutions. Arrange and conduct training sessions and workshops for clients to maximize their understanding and usage of Accuris products. - Win New Business: Develop new clients by qualifying prospects and building a robust sales funnel. Collaborate with channel partners to execute against new leads and drive new business opportunities. - Collaborate Cross-Functionally: Collaborate cross-functionally with sales engineering, CSM, professional services, customer support, and revenue operations teams to ensure seamless delivery of solutions and services. Cultivate customer advocates and secure testimonials and case studies to support sales and marketing efforts. Act as the voice of the customer within Accuris, providing valuable feedback to product development and marketing teams. - Utilize Sales Tools: Utilize tools such as MEDDICC, SFDC, LinkedIn Sales Navigator, Zoom Info, 6sense, and Sales Loft for effective account management, sales forecasting, and pipeline management. - Travel: Occasional international travels required, and domestic travel for business as required. Qualifications - Bachelor's degree in Engineering, Business, related field, or equivalent work experience - Minimum of 5 years in strategic Software/SaaS sales, with a focus on engineering solutions, ideally leading PLM or Engineering software companies. - Proven track record of managing and growing large global accounts with deal sizes exceeding $1M in annually recurring revenue. Prior/additional experience in building outbound pipeline (BDR/SDR/ Inside Sales) - Award-winning performance, such as President’s Club or other company-specific recognitions - Familiarity with PLM platforms, engineering workflows, and content integration as well as proficient level understanding of adjacent industry products and services knowledge, e.g., ERP/EAM, CAD/CAM, and other engineering related software - Proficiency in key sales methodologies, e.g., MEDDPICC and Command of the Message or other value-based sales methodology. - Excellent communication and interpersonal skills, with the ability to engage senior stakeholders (VP level and above) Benefits - Competitive base salary, bonus and equity as part of our employee ownership plan. - A comprehensive benefits package that includes medical, dental, vision and life insurance plans, paid time off, a generous 401k match with no vesting period, parental leave and 3 volunteering days each year. - For work locations in the state of Colorado, the anticipated total OTE for this role is $190,000 - $275,000 with a 60/40 split + shared equity. Compensation will be determined by the education, experience, knowledge, and abilities of the applicant.