Enterprise Account Executive - Americas (West)

WHY JOIN SALES AT ASHBY Sales at Ashby is a unique opportunity to sell a product customers genuinely love https://www.ashbyhq.com/customers during an AI-fueled market expansion. Over 5,000 companies rely on Ashby including Shopify, Snowflake, OpenAI, Bolt, and Notion, and our business is durably growing faster than 100% year-over-year. We’re well funded https://www.ashbyhq.com/blog/culture/series-d, and on a path to profitability. That's exceptionally rare for a company at our scale, and puts us in the top 10% of benchmarks. We have, in just a few years, replaced incumbents Greenhouse and Lever more than 500 times each, clear evidence of strong product-market fit and a meaningful opportunity to help modern teams move beyond legacy recruiting software. Ashby replaces 3-5 tools in a consolidation & efficiency play that’s equally loved by recruiters and CFOs. We’re known as a clear AI-leader https://www.ashbyhq.com/ai in the recruiting space. And the market opportunity is growing. We are rapidly extending from a best-in-class recruiting product toward a multi-product platform, expanding upmarket, into new industries, and internationally. For sales reps, that means a large market full of legacy tools, and a product portfolio that creates room for both new business and expansion. This is a chance to participate in how a category-defining company wins in its next phase of growth. We are equally intentional about how we build the business. We have established a remote-first, high-performing sales organization that rewards learning and accountability. We use data to set achievable quotas https://www.ashbyhq.com/blog/culture/how-we-think-about-sales-quotas-and-incentives-at-ashby, and reward sustained impact with competitive compensation and meaningful upside. We prioritize coaching and career development, with AEs advancing to Enterprise & Leadership roles in just a few years — 38% of the team who have been here more than a year have been promoted or taken on a new role! You will work with people who care about craft, customer outcomes, and winning together—without sacrificing the trust, autonomy, and balance required to do your best work over the long term. Don’t just take my word for it, see what the team has to say https://www.repvue.com/companies/Ashby about working here. [https://app.ashbyhq.com/api/images/user-content/4ea5f68e-c33e-4ac9-831a-e732bee4a303/8f9d2fd6-1fd4-49d9-81a2-b66850fd33fd/image.png] ABOUT THIS ROLE You will help us win Enterprise accounts in Eastern and Central time zones by managing the full sales cycle from pipeline generation through to won. You can expect to own a curated list of excellent fit, high propensity accounts as well as a geographic territory with significant market opportunity. In this role, you'll primarily focus on new logo acquisition via a healthy mix of inbound and outbound, while also covering a small number of customer 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 a multi-year track record of exceeding $1M+ quotas, selling complex SaaS technologies to large organizations - You have closed many $100K+ ARR sales which require consensus building and executive engagement. - You have a demonstrated ability to win highly competitive opportunities by identifying pain and business impacts and connecting those to strategic initiatives of the leadership team - You are a hunter at heart and are comfortable self-sourcing a majority of your own pipeline - You have a growth mindset and are excited to tackle the challenges of a high growth startup 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 become both a product and industry expert. You create ‘Ah ha!’ moments in collaboration with your Solutions Engineer to build momentum & solve customer-specific challenges. - 🔍 Your peers describe you as detail oriented. You send timely & crisp follow-up emails. 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're excited to land the biggest deals we've ever done. You are diligent and gritty and have demonstrated perseverance to win long, competitive sales cycles. - ⚙️ You're a creative problem solver and comfortable with some healthy ambiguity. You'll help us refine our Enterprise go-to-market motion to maximize the segment's results over time. - ✈️ You're willing to travel for company events, customer meet ups and on-sites. YOU MAY NOT BE A GREAT FIT IF: - 🤫 You dislike prospecting. Enterprise reps at Ashby are responsible for sourcing half or more of their pipeline to complement our robust inbound lead flow. - 💻 You prefer to leave demos "to the experts." While you can expect Solutions Engineering support, our most successful AEs are those with strong curiosity and deep product acumen. - 💼 You're more of a relationship builder who focuses on selling into the install base. This is primarily a new business oriented role. - 🐺 You're a lone wolf. You prefer to go it alone in your pursuit of new business. We believe in a team-selling sales model. BONUS: - Familiarity with Talent Acquisition and HR tools and workflows - A network that includes Heads of Talent whom you can tap into INTERVIEW PROCESS Our interview process is thorough — we assess if you are the right fit for Ashby and we will provide ample information for you to determine if Ashby is the right place for you. The process for this role is as follows: - Intro Call (30 min) - You'll meet with a Recruiter to discuss your fit for the role and address questions about our market and solution. - Written Exercise - You'll complete a short take home assignment to showcase your outbound muscle. - Experience Deep Dive (60 min) - You'll walk the Hiring Manager through your career journey in some detail to highlight your experience, achievements, and points of learning to understand how you've developed into the professional you are today. - Challenge Interview (90 min) - This will be made up of two parts: - Discovery and Demo Role Play (60 min) - Deal Strategy Discussion (30 min) BENEFITS - Unlimited PTO with four weeks recommended per year - Generous equipment, software, and office furniture budget. Get what you need to be happy and productive! - 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. - $100/month education budget with more expensive items (like conferences) covered with manager approval. - If you’re in the US, top-notch health insurance for you and your dependents with 100% of all premiums covered by us, Flexible Spending Accounts and 401K match. We also offer up to 12 weeks of fully paid family/parental leave for all caregivers. We're in the talent acquisition software business. We run the end-to-end hiring process through our own platform, and ensure a level playing field for all candidates. Reaching out to hiring managers or recruiters directly won't improve your odds of success. Please focus your energy on the quality of your application. 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. Ashby is committed to a fair and transparent hiring process. We confirm that this advertisement is for an active, existing vacancy within our organization. Please be advised that we may use artificial intelligence-driven tools to assist our recruitment team in screening, assessing, and selecting candidates for this position.