Account Executive, Embedded Platform

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

📋 Description

• Manage new embedded platform deals from initiation to completion, including prospecting and contract signing.

• Focus on staffing and recruiting software, workforce and contractor platforms, HCM providers, and AI-native hiring solutions.

• Create a personal pipeline in conjunction with opportunities identified by leadership and the broader ecosystem.

• Lead a cross-functional team that includes a solutions engineer, deployment strategist, and forward-deployed engineer.

• Direct technical discovery, integration planning, solution design, and value validation.

• Conduct discovery sessions with product, engineering, and business leaders.

• Engage multiple stakeholders across product, legal, compliance, and executive teams.

• Structure platform fees and consumption-based deals, including ramped fees, included usage, volume commitments, and contract terms.

• Convert partner requirements into product specifications for Product and Engineering teams.

• Create templated agreements, qualification standards, and sales narratives to facilitate a repeatable sales process.

• Collaborate closely with the VP of Growth & Strategy and the executive team to develop the sales playbook.

• Finalize committed-revenue agreements and transition partners into deployment and partner success phases.

⛳️ Requirements

• 5-10 years of experience in B2B SaaS sales.

• Proven track record in selling APIs, developer tools, payment solutions, embedded fintech, or platform products to product and engineering stakeholders.

• Experience in closing deals that involve product, engineering, legal, and finance teams.

• Capability to independently build a pipeline without predefined processes.

• Familiarity with platform fees, consumption pricing models, volume commitments, or similar usage-based pricing strategies.

• Solid understanding of vertical SaaS, workforce platforms, and HCM business models.

• Proficient in utilizing AI tools for prospecting, deal analysis, and pipeline management; this is essential.

• Ability to lead complex deal teams and engage in technical discussions with engineers and product managers.

• Strong collaborative skills across sales, product, engineering, legal, and finance teams.

• Knowledge of HR technology, staffing, workforce platforms, or compliance-intensive sectors is a significant advantage but not mandatory.

• Willingness to travel up to 25%.

• Submission of a brief introduction along with a resume or LinkedIn profile is required.

• Application must detail one embedded, OEM, or platform deal that was structured and closed, including buyers and commercial terms.

• Application must outline how AI tools are incorporated into the daily sales process.

🏝️ Benefits

• Competitive salary plus equity in a rapidly growing startup.

• Comprehensive health, dental, vision, and retirement plans.

• Remote-first work culture.

• Opportunities for in-person engagement that drive deals forward.

• Up to 25% travel for partner meetings, critical deals, and industry events.

• Direct access to the VP of Growth & Strategy and the executive leadership team.

• Clear opportunities for advancement into a leadership role overseeing a team of platform sellers.