Founding Account Executive

About Pilot AI

At Pilot AI, we are building the future of sales technology by using AI to unleash all of the information locked away in meetings, emails and calls for automation, insights and coaching. The days of fiddling with pick-lists in Salesforce and endlessly trying to craft the perfect followup email are over. Pilot AI fills out every CRM field automatically the moment the meeting is over and so much more. Our customers include Vouch, Deepgram, Fleet Space and other companies across a wide range of industries.

Pilot AI is backed by the top founder and silicon valley VCs including YC, Soma Capital, Pioneer Fund, Emmett Shear (Twitch), Aarash Ferdowsi (Dropbox), Samvit Ramadurgam (Forge).

We are on a mission to build the technology that will power and inform the next generation of sales organizations and empower the next generation of superstar sales reps.

Role & Responsibilities

If you thrive on closing deals, learning and are looking for an opportunity to make a significant impact, this role could be a perfect fit.

Run a full-cycle sales process

Hunt for and prospect into new logos and build a named accounts list

Build and execute account plans to win your named accounts - identify key decision makers, buying processes, and close deals

booking and owning discovery calls

Navigate organizations to map stakeholders, build champions, generate buy-in and close deals with C-Level decision makers

The instincts to recognize organizational financial and behavioral structures and obstacles

Exhibit business acumen and strategic thinking on a high level, with the ability to go deep into an account, and consult on and align with their global strategy

Be a consultative trusted advisor for the customer by building in-depth relationships and understanding the business goals and objectives

running product demos

negotiating terms

signing contracts

Onboard the customer onto Pilot AI (With support from the team)

Meet or exceed monthly, quarterly and yearly revenue targets

Develop deep knowledge of our products and clearly articulate their value proposition to stakeholders at all levels

Exhibit deep and up-to-date knowledge of our product portfolio to communicate the benefits of new features and enhancements

Establish and nurture lasting relationships with stakeholders and decision-makers at both prospects and customers

Establish credibility and trust with front line leaders and executives by demonstrating strong business acumen and understanding of workflows and pain points

Capture feedback from prospects on their needs, wants, and pains, and share that feedback with product and engineering teams to develop our product roadmap

Represent both market trends and client needs to the Executive and the Product teams to ensure we are both serving current needs well and evolving our products and portfolio to identify future client needs

Iterate on goals, strategies, and tactics to close new logos in new industries

Test sales motions, pitches, value props, provide feedback on what tactics are most effective and develop and recommend sales strategies

You may be asked to travel and represent Pilot AI at national and regional industry conferences

Requirements

You enjoy planning, adjusting, executing, winning, and celebrating as a team

Proven top performer as a quota carrying rep with a consistent track record of overachieving quota

Extreme ownership: Your job isn’t done until the job is done.

Hunter mentality with solid Sales DNA and appetite for continual learning

Competitive, tenacious & persistent: You love winning and relish doing what it takes

Resourceful, scrappy & creative: you look for ways through problems and refuse to let obstacles derail your progress.

A creative mindset with the ability to think outside the box to complex situations

Adaptability: You can adapt to changing conditions on the fly to achieve your goal

Proactive, self-sufficient & relentlessly driven

Execution Focused

You are used to uncovering pain points a