Account Executive – East Region US

This is a fully remote position, open to applicants in United States.

📋 Description

• Take ownership of the complete sales cycle from prospecting and discovery to demo, negotiation, and closing, all while managing a sales quota.

• Navigate multi-threaded sales processes involving IT, HR, and Operations stakeholders, engaging with individuals from practitioners to VP and C-suite executives.

• Cultivate a comprehensive understanding of prospects' ITSM workflows and challenges, translating Harmony’s AI automation features into tangible, quantified business benefits.

• Build and oversee a sales pipeline through outbound prospecting, inbound follow-up, and strategic partnerships.

• Ensure precise pipeline management and forecasting within the CRM, routinely reporting on activities, conversion rates, and revenue in relation to targets.

• Serve as the internal voice of the customer, providing market and competitive insights that shape the product roadmap and positioning.

• Contribute to the definition and enhancement of the sales playbook, messaging, and processes as a foundational member of the go-to-market team.

⛳️ Requirements

• A minimum of 5 years of experience in a quota-carrying sales role in B2B SaaS, with a proven record of consistently meeting or surpassing targets.

• Demonstrated experience managing full-cycle sales - from prospecting to closing - for technical or platform products sold to both business and technical buyers.

• Proven track record of managing multi-stakeholder sales cycles and effectively communicating with both practitioners and executives.

• Exceptional skills in discovery, presentation, negotiation, and storytelling, with the capability to convert technical features into business results.

• A proactive, self-directed individual who thrives in a dynamic, fast-paced early-stage environment and is adept at building processes from the ground up.

• Proficient in using CRM and sales tools (e.g., Salesforce), including contemporary AI tools/techniques, and meticulous about pipeline management and forecasting.

• Located in the Eastern United States, preferably in the Boston or Washington metropolitan (DMV) area.

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

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

• Familiarity with AI and automation domains; knowledge of AI agents, LLM-based automation, or the application of AI in IT workflows is a significant advantage.

• Previous experience as an early or founding sales team member at a seed to Series B startup, assisting in establishing the go-to-market strategy.

• A history of outstanding performance, such as President’s Club recognition, top-decile rankings, or rapid career advancement.

• Experience selling to IT, DevOps, or IT support organizations and adept at navigating their purchasing and evaluation processes.

• Familiarity with modern sales engagement and prospecting tools (e.g., Gong, Nooks).

🏝️ Benefits

• Equity

• Comprehensive medical, dental, and vision coverage

• 401(k) with company matching

• Premium in-office equipment or stipend for home office (for remote employees)

• Many more.