Account Executive

Pave; Los Altos (CA); Hybride; USD 110 000 - 170 000; Plein temps

Résumé du poste

Pave is redefining how lenders assess repayment risk, building cashflow-based credit scores for near-term predictions. As an Account Executive, you will drive the end-to-end sales cycle, from initial contact to close, shaping pricing and the go-to-market strategy with founders and cross-functional teams.

You will engage warm leads, manage evaluations, and push for higher commitments while leveraging AI tools to accelerate outreach and insight gathering.

Qualifications

• Experience running sales cycles with technical or mid-market products.
• Strong communicator and detail-oriented deal manager.
• Comfortable negotiating commercial terms and navigating multiple stakeholders.
• Proactive, resourceful, and startup-savvy.
• Open to learning new tools and using AI to increase productivity.

Responsabilités

• Engage warm leads and inbound interest to start evaluations.
• Help manage the full sales process from initial call through close.
• Guide prospects through evaluations and business case reviews.
• Collaborate with founders and team members to refine pitch materials, product positioning, and pricing.
• Identify opportunities to upsell new products or expand usage and support renewals.

Connaissances

Sales experience

Strong communicator

Deal management

Negotiation

Startup experience

Technical product understanding

AI-powered outreach

Outils

CRM (Salesforce)

Email outreach tools

Notion AI

ChatGPT

Description du poste

About Pave

Pave is redefining how lenders understand repayment risk. We build cashflow-based credit scores that go beyond traditional credit reports and offer more precise, near-term predictions of financial behavior. Our infrastructure powers a new generation of lending products across consumer and SMB finance.
We're a 13-person team with strong traction and growing fast. We've landed customers across fintech, lending, and banking, and we're now ready to build a more consistent, repeatable go-to-market motion. We're hiring an Account Executive to work closely with our founders and other team members to help shape and scale our sales process.

What You'll Focus On

Sales Execution
Engage warm leads and inbound interest to start evaluations
Help manage the full sales process from initial call through close
Guide prospects through evaluations and business case reviews
Navigate pricing conversations, contracts, and redlines
Involve and update decision-makers throughout the process
Deal Acceleration & Revenue Activation
Collaborate with customers to set clear timelines and expectations
Build implementation and usage milestones into contracts
Help push for higher committed monthly minimums and earlier usage
Ensure post-signature setup is complete (e.g., correct AP contacts) to support on-time payment
Expansion & Relationship Development
Identify opportunities to upsell new products or expand usage
Support renewals and expansion conversations with current customers
Share learnings to help refine our ICP and outbound messaging
Pipeline Development
Help generate new pipeline through cold outreach, warm intros, and referrals
Contribute to outbound experimentation and what's working in early prospecting
Internal Collaboration
Collaborate with the co-founder to refine pitch materials, product positioning, and pricing
Work with implementations, data science, and product marketing to keep deals moving
Share input on what sales enablement tools, assets, or data would help close more deals
Keep up with market trends and competitor activity and share what you're hearing
Using AI for Leverage
Use tools like ChatGPT and Notion AI to speed up email drafting, personalize outreach, summarize evaluation results, and get context on customers and contracts

What Success Looks Like

• You're consistently moving active deals forward and helping close revenue
• You contribute to improving the evaluation process, pitch, and outbound strategy
• You work closely with the team to increase sales velocity and improve messaging
• You help bring structure to what's already working and identify what's missing
• You use AI to move faster and make your work more effective and efficient

What We're Looking For

• Experience running sales cycles with technical or mid-market products
  
• Strong communicator and detail-oriented deal manager
• Comfortable negotiating commercial terms and navigating multiple stakeholders
• Proactive, resourceful, and comfortable working in a startup environment
• Interested in helping shape process - but hands-on and execution-focused
• Open to learning new tools and using AI to increase productivity