Account Executive

Coworker.ai; San Francisco (CA); On-site; USD 100,000 - 130,000; Full time

Benefits offered by this job

Health/dental/vision insurance

401(k)

Unlimited PTO

Generous equity in early-stage company

Structured ramp program

Job summary

A hypergrowth AI startup is seeking an Account Executive in San Francisco to drive customer acquisition in the mid-market segment. This role demands 2–4 years of SaaS sales experience with a robust pipeline management process. The ideal candidate will manage full sales cycles, conducting demonstrations and needs analysis while collaborating closely with strategic teams. The position offers a competitive compensation package with opportunities for career advancement and mentorship.

Qualifications

• 2–4 years in SaaS closing roles with a 75%+ quota attainment.
• Familiarity with mid-market sales cycles (30–60 days).
• Expertise in using AI-based sales tools.

Responsibilities

• Manage 30–40 active opportunities monthly from prospect to close.
• Conduct needs analysis calls for tailored demos.
• Partner with SDRs for targeted outbound prospecting.
• Navigate multi-stakeholder deals using MEDDIC or BANT.
• Collaborate with enablement teams for pitch refinement.

Skills

Strong prospecting instincts

Negotiation skills

Ability to articulate technical value

Coachable attitude

Resilience in ambiguous environments

Tools

HubSpot

Salesforce

Gong

LinkedIn Sales Navigator

Job description

Position: Account Executive
Location: San Francisco, CA (Hybrid/Remote Flexibility)
Type: Full-Time
Experience: 2–4 Years in SaaS Sales

Want to (actually) change the world?

Hi, we're Alex and Bradford, co‑founders of Coworker. We started this company with a simple but important goal: to make work matter.

Today, that vision is turning into reality. Coworker is a hypergrowth AI startup, backed by top‑tier VCs, and we’re building something truly transformative: Organizational Memory (OM1).

Unlike anything else in the market, OM1 creates a ‘brain’ for companies: an AI system with deep contextual memory that understands what’s happening across a business and then does all different kinds of work inside its connected apps. It’s not just another productivity tool. It’s a fundamental shift in how work gets done, and where people spend their valuable time.

We’ve early, but have already landed household‑name enterprise customers, achieved rapid YoY ARR growth with clear product‑market fit, and secured strong funding. Now, we're building out our sales team to continue our aggressive penetration into mid‑market and enterprise companies. OM1 isn’t just a better way to work—it’s the future of work.

And we’re only just getting started.

Why Coworker?

• The work that will define your career: this is literally an opportunity to change how the world works. We're going to totally transform how 1 billion people spend their time.
• Ownership above all else: every single person at Coworker brings an extreme level of ownership in everything they do. This is intensely motivating and will buoy you in everything you do.
• Exceptional team: you'll work alongside some of the best. We've been on the growth journey at Uber and other high calibre startups.
• Strong early traction in an explosive category: we're growing fast in an extremely fast growing category.
• Technical moat: OM1 allows us to do things that no‑one else can do. It's an incredibly strong foundation to build a world‑changing business.

Job Summary

You are an extremely high performing Account Executive early in your career with a very steep trajectory. You’ll drive new customer acquisition for our mid‑market segment ($25k–$100k ACV), managing the full sales cycle from prospecting to close. This role is ideal for a highly motivated AE with 2–4 years of SaaS sales experience looking to grow into enterprise sales while mastering foundational skills in pipeline generation, value‑based selling, and cross‑functional collaboration. You’ll receive structured mentorship, and clear pathways for advancement.

Key Responsibilities

• Pipeline Execution: Manage 30–40 active opportunities monthly, converting inbound leads and self‑sourced prospects into closed‑won deals with 14–45 day sales cycles.
• Discovery & Demos: Conduct needs analysis calls to map customer pain points to platform capabilities; deliver tailored demos highlighting ROI metrics.
• Prospecting: Partner with SDRs to refine ICP targeting; supplement inbound leads with 10–15 outbound prospecting activities daily (cold calls, LinkedIn outreach, email sequences).
• Deal Strategy: Navigate multi‑stakeholder deals using MEDDIC or BANT frameworks; overcome objections around budget, security, and integration complexity.
• Collaboration: Work with enablement teams to refine pitch decks; share competitive insights with Product/Marketing; transition closed deals to CSMs for onboarding.

Requirements

• Experience: 2–4 years in SaaS closing roles (SDR/BDR promotion preferred); consistent 75%+ quota attainment; familiarity with mid‑market sales cycles (30–60 days).
• Sales Skills: Strong prospecting instincts, negotiation skills, and ability to articulate technical value propositions clearly.
• Tool Mastery: Expertise in HubSpot or Salesforce, Gong; experience using LinkedIn Sales Navigator for strategic prospecting. Up‑to‑date on AI‑based sales tools and strategies.
• Mindset: hustle, ownership, hunger to learn, coachable attitude, and resilience in ambiguous and changing environments.
• Competitive: extremely competitive and self‑motivated.

Preferred Qualifications

• 1+ years selling to mid‑market or enterprise SaaS.
• Familiarity with AI and Enterprise AI landscape.
• Experience with PLG motion or product‑led sales.

Compensation & Benefits

OTE: $160,000–$220,000+ (60/40 base/commission split)

• Base Salary: $100,000–$130,000
• Variable Commission: $60,000–$90,000+ (accelerators up to 150% for 120%+ quota attainment)
• Equity: Extremely generous equity in early stage company
• Ramp: Structured ramp program
• Benefits: Health/dental/vision insurance, 401(k), unlimited PTO

Career Development

• Mentorship: Paired with senior AEs for deal reviews and skill‑building
• Promotion Path: Clear trajectory to Enterprise AE or Team Lead within 18–24 months
• Training: Workshops on MEDDIC, Gong call analysis, and financial storytelling

Drop us a line!

We encourage you to drop us a line even if you feel over‑ or under‑qualified. We want to find the best people to help us build Coworker no matter who they are. We have a lot of different areas of responsibility and we are always happy to brainstorm with you about what would be the best fit.

Coworker.ai is an equal opportunity employer. We believe everyone should feel great about being their authentic selves at Coworker–this is the only way to do our best work! We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. We believe that great employees come from diverse backgrounds.