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Account Executive, Enterprise - EMEA

Ashby

Ashby

Sales & Business Development
Europe · Remote
Posted on Saturday, June 10, 2023

About Ashby

We’re building the next generation of enterprise software and we’re starting with a suite of products that help talent leaders, recruiters, and hiring managers run an efficient and data driven hiring process.

We are well funded and backed by great investors, including Y Combinator, Elad Gil and Lachy Groom. We have acquired 1,100+ amazing customers, such as Deliveroo, Duolingo, Ramp and Multiverse (and many others which we cannot name) in just a couple of years.

We have a clear buyer persona and large target market. Plus, we already have multiple products to sell, and more on the way.

About this Role

You will help us win Enterprise Accounts (750+ employees) by managing the full sales cycle from pipeline generation through to closed-won. In this role, you'll primarily focus on new logo acquisition, while also covering a smaller number of existing business 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 strong track record of full-cycle closing experience, selling complex SaaS technologies to large organizations

• You have closed many $100,000+ sales which require creating consensus across a purchasing team and developing a business case

• You have a demonstrated ability to win competitive replacement opportunities by connecting pain points and process gaps to specific areas of product differentiation

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 are not only excited about closing big deals, but also refining our Enterprise sales motion to maximize our team's output over time

  • 🤓 You love becoming a product and industry expert. You create ‘Ah ha!’ moments by tailoring discussions and presentations to address a prospect’s specific challenges.

  • 🔍 Your peers describe you as detail oriented. You write and send crisp follow-up emails, on time. 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 treat sales as a listening exercise and are highly skilled at discovery. You help customers identify and quantify their biggest challenges.

  • 💻 You are a technical sales rep who can confidently deliver a high impact micro-demos. Maybe you've even been an SE before.

Bonus:

  • 🎤 You are fluent in German, French, or Spanish

  • 👨‍👨‍👧‍👧 You have experience selling to Talent or People leaders

Reasons you shouldn't apply:

  • You expect Marketing and BDRs to source all of your pipeline for you. This is a hunting role.

  • You prefer to run established playbooks in well defined environments. This role requires creativity.

  • You believe that "tech stuff" is the SE's job. Our AEs all develop product acumen and SEs are a partner in a team selling motion.

Our Philosophy

Here are a few key points that should give you an idea of what it is like to work with us:

  • We invest in building best-in-class products since we believe a highly differentiated product is easier to sell.

  • We strongly believe that small teams with talented and hard working people (and the right environment) deliver much better performance than teams with large headcount. We hire and compensate accordingly.

  • We care deeply about our customers and their challenges big and small. The clarity and nuance with which we understand their pains allows us to build high impact solutions.

Interview Process

Our interview process is thorough — we aim to ensure each person that joins the team is the right fit for Ashby and will provide ample information for you to assess if Ashby is the right fit for you. The process for this role is as follows:

  • Recruiter Screen -30 min

  • Hiring Manager Interview - 60 min

  • Sales Writing Take Home

  • Sales Demo - 45 min

  • Final Round - 2 hours

Benefits

  • You get to sell a product that our prospects & customers are truly excited about

  • Competitive compensation & fairly set quotas

  • Compelling benefits offerings, location dependent

  • 10-year exercise window for stock options. You shouldn’t feel pressure to purchase stock options if you leave Ashby —do it when you feel financially comfortable.

  • Unlimited PTO with four weeks recommended per year. Expect “Vacation?” in our one-on-one agenda until you start taking it 😅.

  • Generous equipment, software, and office furniture budget. Get what you need to be happy and productive!

  • $100/month education budget with more expensive items (like conferences) covered with manager approval.

Ashby provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, genetics, sexual orientation, gender identity, or gender expression. We are committed to a diverse and inclusive workforce and welcome people from all backgrounds, experiences, perspectives, and abilities.