• Acquiring new customers in the mid-market segment • Conducting qualified sales conversations • Presenting the product portfolio • Structuring and managing sales opportunities • Collaborating with the SDR team • Documenting sales activities in the CRM

Role Description As an Account Executive, you own deals from the qualified meeting through close. You will run the full cycle for ListerLeo, our high-velocity SaaS product, and partner with the Head of Sales on larger Upstream and partner deals. This is a builder's seat on an early team: you will help shape the playbook and the motion, not just execute someone else's. What you'll sell - Two platforms, two motions: - ListerLeo: a high-velocity SaaS product sold to auction houses, liquidators, and estate-sale operators — short cycles, fast decisions, owner-operated buyers. - Upstream: a higher-value, consultative sale to brands, retailers, and 3PLs recovering value from returns and overstock — fewer deals, larger contracts, longer cycles. What you'll do - Own the full cycle: - Manage the complete deal process for ListerLeo, from discovery and demo through evaluation, negotiation, and close. - Run discovery and demos: - Lead consultative discovery to surface each operator's pain and deliver tailored ListerLeo demonstrations that connect the product to their workflow. - Build and manage pipeline: - Keep a disciplined, accurately staged pipeline in HubSpot with maintained next steps, and hold 3–4x pipeline coverage against quota. - Forecast accurately: - Report pipeline health and forecast revenue with rigor; no surprises at the end of the month. - Hit quota: - Consistently meet or beat monthly and quarterly new-business targets. - Support Upstream deals: - Partner with the Head of Sales on larger returns and liquidation opportunities, contributing discovery and commercial work as those deals develop. - Partner cross-functionally: - Collaborate with SDRs on qualification and targeting, and with Customer Success on a clean post-sale handoff that sets up retention and expansion. - Sharpen the playbook: - Contribute objection handling, demo flow, and competitive positioning as we refine how we sell. What success looks like - First 30 days: - Demo-certified, CRM and pipeline set up, working your first SDR-sourced meetings at roughly 50% quota. - 60 days: - Running the full discovery-to-close cycle with an accurate forecast at roughly 75% quota. - 90 days and beyond: - At full quota, contributing to the playbook, and supporting your first Upstream opportunities. How you're measured - Quota attainment (the primary metric) - Win rate (SaaS benchmark 15–25%) - Average deal size - Sales-cycle length - Pipeline coverage Qualifications - 2–5 years closing B2B SaaS, ideally in a high-velocity SMB or mid-market motion. - A demonstrated track record of meeting or beating quota with a repeatable, self-sourced and SDR-fed pipeline. - Strong discovery and demo skills; you can run a full sales cycle independently and sell on value, not price. - Disciplined CRM, pipeline, and forecasting habits (HubSpot preferred). - Comfort selling to owner-operators and SMB buyers, and the adaptability to flex into a more consultative motion for larger deals. Nice to have - Background in recommerce, auctions, marketplaces, logistics, returns, or warehouse software. - Experience carrying both a transactional SMB product and larger, more complex deals. Compensation - On-target earnings: $140,000, uncapped with accelerators above quota. Base $65,000–$80,000 (target $70,000), roughly a 50/50 base-to-variable mix. - Commission: approximately 11% of annual contract value on new business; quota is set at roughly 5x OTE (about $700,000 in new ARR). - Ramp & benefits: a graduated quota over the first three months, plus health, dental, vision, equity eligibility, and flexible PTO. Location & travel - Austin, TX or remote within the US. - Occasional travel for onsites, customer visits, and industry events. How we work - Early team, real ownership, and a direct line to leadership. - You will influence how the sales motion is built and have room to grow as the team scales.

• Cold calling to acquire new customers • Contacting prospective customers by phone and in person • Confidently presenting the offering • Conducting conversations with the clear objective of acquiring new customers

Role Description - Communicate via cold calls/emails/social media/in-person meetings with SMB prospects. - Manage and nurture relationships with Clients and AWS. - Design, build, and test new outreach and nurture campaigns. - Drive net new customer acquisition and scale existing client base. - Coordinate closely with content, marketing, and lead generation providers. - Drive revenue by winning new services business and/or expanding existing engagements. - Attend cloud workshops and training to boost specific skills and possible certifications around cloud, Kubernetes, and DevOps. - Engage with AWS and other partners at the tactical and strategic level. Qualifications - 5+ years of B2B sales experience selling complex cloud solutions and/or DevOps consulting. - Experience selling AWS and related services is required. - Great verbal communication and presentation skills. - Assist with crafting proposals, SOWs, negotiating contracts, deliverables, and pricing. - Enthusiasm to work in a startup environment and ability to be cross-functional. - Possess natural curiosity and excitement to learn new technology, sell, and succeed as an individual and as a team. - Proven track record of sourcing and closing $500K+ ARR deals successfully. - Ability to travel 10-25% of the time. - Technical background in DevOps or Cloud is preferred. - Bachelor’s Degree is preferred. Benefits - Medical Insurance for you and eligible dependents. - 401k plan with company match up to 4% and immediate vesting. - Competitive phantom equity. - Company issued laptop. - Dental and Vision insurance. - Term Disability Insurance. - Term Life Insurance. - Flexible Spending Account. - Equipment & Office Stipend. - Annual stipend for Learning and Development. - Unlimited Paid Time Off. - 10 Paid Holidays.