Account Executive

Collate; San Francisco (CA); On-site; USD 150,000 - 210,000; Full time

Job summary

Collate in San Francisco is seeking an Account Executive to lead the full sales cycle from prospecting to closing multi-threaded, small-to-mid ACV deals. You’ll collaborate closely with the founders, GTM leadership, and product team to shape our sales motion.

This hands-on, entrepreneurial role rewards creative problem solving, trust-building with senior buyers, and a disciplined approach to forecasting, pipeline hygiene, and deal orchestration in a fast-moving market.

Qualifications

• Proven track record of winning high-value B2B SaaS opportunities.

Responsibilities

• Run full sales cycle from prospecting to closing.
• Source pipeline via outbound campaigns and referrals.
• Qualify inbound interest and shape buying journeys with stakeholders.
• Conduct discovery, product demos, and deal orchestration with multi-threading.
• Collaborate with marketing and product to refine messaging and GTM tactics.

Job description

As an Account Executive, you'll run the full sales cycle, from prospecting and outbound campaigns to navigating complex stakeholder conversations and closing small to mid ACV deals. This is a hands-on, entrepreneurial role where you'll work closely with the founders, GTM leadership, and product team to shape our sales motion.

This isn't a plug-and-play sales job; this is a rare opportunity to lead the charge in a market that's rapidly modernizing its hiring stack. You'll be expected to roll up your sleeves, be creative, and win trust in a competitive, high-expectation buyer segment.

What You'll Do

• 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
• Source your own pipeline through outbound prospecting, referrals, and ecosystem plays
• Qualify inbound interest and shape buying journeys with stakeholders across Talent, HR, and Leadership
• Run high-quality discovery, product demos, and deal orchestration with a focus on multi-threading
• Work closely with marketing and product to refine messaging, GTM tactics, and customer feedback loops
• Build and scale a repeatable, insights-led sales process in a market that's just beginning to modernize

You Might Be a Great Fit If

• You've consistently exceeded $750K+ annual quotas in B2B SaaS, in a new business-heavy role
• You've closed multiple $10K-$20K+ ARR deals in a fast and efficient way with a sales cycle of 30 days or less
• You're a clear communicator who can distill complex value into simple, compelling narratives
• You thrive on operational excellence, updating pipelines, writing follow-ups, and forecasting with rigor
• You're curious and product-savvy, you enjoy demoing and helping prospects see "aha!" moments
• You understand the buyer psyche, how decisions are made, and how to build trust with founders, talent leaders, and recruiters.
• You're analytical and coachable, you learn from every deal, and you aren't afraid to ask for help.

You May Not Be a Fit If

• You avoid outbound or aren't comfortable being a full-stack seller
• You prefer chasing small logos over crafting strategic, multi-threaded deals
• You need a well-oiled GTM machine. This is a player-led, not process-led, stage.

Bonus Points If

• You've sold into Talent or HR personas before
• You've worked in early-stage, fast-growing SaaS companies
• You have a strong network of founders, recruiters, and Talent leaders.

Our Interview Process

We keep our process transparent, fast, and thoughtful. Here's what to expect:

• Initial Call - Intro chat with our Head of Sales
• Sales Deep Dive - Talk pipeline, wins, and how you approach deals
• Marketing Sales - Collaboration
• Role play Exercise - Walk us through how you'd approach a target account
• Final Round - Meet other team members, references, and culture alignment

We're looking for drive, curiosity, and grit, not perfection.