Account Executive

This is a fully remote position, open to applicants in California, +1 more state.

📋 Description

• Oversee the entire sales process from prospecting and discovery to demonstrations, negotiations, and closing while managing a quota.

• Conduct multi-threaded sales cycles involving IT, HR, and Operations stakeholders, ranging from practitioners to VP and C-suite executives.

• Gain insights into prospects’ ITSM workflows and identify their pain points.

• Convert Harmony’s AI automation features into clear, measurable business value.

• Develop and maintain a sales pipeline through outbound prospecting, inbound follow-ups, and partnerships.

• Ensure precise pipeline management and forecasting within the CRM.

• Report on activities, conversions, and revenue in relation to targets.

• Serve as the internal voice of the customer.

• Provide market and competitive feedback that influences product roadmap and positioning.

• Assist in defining and enhancing the sales playbook, messaging, and processes as a key member of the founding go-to-market team.

⛳️ Requirements

• Minimum of 5 years of experience in quota-carrying sales roles within B2B SaaS.

• Proven history of consistently meeting or surpassing sales targets.

• Experience managing full-cycle sales for technical or platform products to both business and technical buyers.

• Capability to navigate multi-stakeholder sales cycles and establish credibility with both practitioners and executives.

• Excellent skills in discovery, presentations, negotiations, and storytelling.

• Ability to translate technical features into business results.

• Proactive, self-directed mindset suited for a dynamic, early-stage environment.

• Proficient in CRM and sales tools such as Salesforce, including contemporary AI tools and strategies.

• Located in the United States West Coast, ideally within the San Francisco Bay Area; candidates from Los Angeles or Seattle regions are also welcome.

• Willingness to travel occasionally for customer meetings, events, and conferences.

• Preferred experience in selling ITSM, IT operations, observability, security, or workflow/process automation software.

• Familiarity with AI and automation categories is a plus.

• Knowledge of AI agents, LLM-based automation, or AI applications in IT workflows is a significant advantage.

• Previous experience as an early or founding sales hire in a seed to Series B startup is preferred.

• A record of high performance is preferred.

• Familiarity with selling to IT, DevOps, or IT support organizations is preferred.

• Experience with modern sales engagement and prospecting tools such as Gong and Nooks is preferred.

🏝️ Benefits

• Competitive salary.

• Equity options.

• Comprehensive medical, dental, and vision insurance.

• 401(k) plan with company matching.

• Premium in-office equipment or a home office stipend for remote employees.