Enterprise Account Executive

About the Role

This is a full-cycle enterprise AE role at a fast-growing, AI-native indirect tax automation company operating across 120-plus countries. The business streamlines the entire indirect tax lifecycle, from tax ID validation through e-invoicing and returns, on a single API-driven platform. With triple-digit ARR growth, a net dollar retention of 160 percent, and zero customer churn in two years, the company is scaling from roughly 30 million to a billion in ARR over the next five to six years. This hire exists because the opportunity in both the San Francisco and New York markets is enormous and largely untapped, and the team needs hunters who can build pipeline from scratch and close new logos at pace.

The ideal person here is a genuine hunter with grit. They have built their own pipeline in a fast-moving SaaS environment, closed enterprise logos with average deal values around 200K and sales cycles of three to nine months, and worked to a structured methodology like MEDDPICC or Challenger. They are comfortable in a scale-up where the brand is still earning recognition, they go on site to build relationships, and they thrive when the playbook is still being written. Tenure matters: two or more years per role and a consistent record of quota attainment are strong signals. Candidates from legacy, incumbent software organizations with heavy inbound support tend not to thrive here.

Key Responsibilities

1. Build and own your outbound pipeline from the ground up, prospecting into enterprise buyer personas including Head of Tax, CFO, VP Finance, and Product leads at digital platforms, marketplaces, and AI-native businesses
2. Manage the full enterprise sales cycle from first outreach through close, working deals valued at 100K to 1M-plus ARR using MEDDPICC and Challenger frameworks
3. Develop territory plans across a patch of roughly 60 to 70 prospect accounts, coordinating with your paired SDR while owning your own pipeline generation discipline every single week
4. Present value-driven proposals and ROI models to multi-stakeholder buying committees, including C-suite and finance leaders, across global markets
5. Go on site with prospects and customers throughout the deal cycle to build relationships, run discovery, and differentiate through a genuinely consultative in-person presence
6. Own newly closed accounts for 12 months post-signature, executing QBRs and account plans to unlock upsell and cross-sell across a 12 to 18 month roadmap
7. Collaborate cross-functionally with Solutions Engineering, Marketing, and Customer Success to refine go-to-market motion and contribute to a repeatable, scalable sales playbook

Required Skills & Experience

• 7 or more years of total B2B SaaS sales experience
• 4 or more years as an Account Executive with at least 1 to 2 years carrying a true enterprise quota (accounts measured by ARR, not headcount, typically 100M to 5B ARR)
• Demonstrated track record of closing enterprise deals at 100K-plus ARR with multi-stakeholder buying cycles
• Proficient in MEDDPICC or a comparable structured enterprise sales methodology (Challenger a strong plus)
• Strong self-sourced pipeline generation muscle; candidates who rely primarily on inbound will not be a fit
• Comfortable presenting to and influencing C-suite stakeholders including CFOs and VP Tax
• Willing and able to travel on site for customer meetings throughout the deal cycle
• Based in or willing to relocate to San Francisco or New York (no visa sponsorship at this time; open to US-based relocators)

Preferred Skills

• Experience at a scaling SaaS company (Series B through public) where the brand required active selling rather than name recognition doing the work
• Background selling API-driven or technically complex software products to both business and technical buyers
• Experience managing deals across multiple jurisdictions or global buying committees
• Familiarity with sales engagement tools and CRM hygiene in Salesforce
• Consistent two-plus year tenure per role with visible quota attainment or club recognition
• Prior exposure to fintech, compliance, or data infrastructure is a plus but not required; candidates from indirect tax incumbent vendors are not a fit