Account Executive

Different Inc.; San Francisco (CA); On-site; USD 180,000 - 220,000; Full time

Benefits offered by this job

Equity

Benefits

Job summary

Different Inc. is building a hands-on sales motion in a fast-growing marketing SaaS startup in San Francisco. As an AE, you will own the full sales cycle—from outbound to close—and help shape the playbook as you go.

You'll run demos and discovery, tailor stories to buyers, spend time in the SF ecosystem, and partner with founders, Product, and Marketing to influence GTM strategy and product prioritization.

Qualifications

• 2+ years carrying a closing quota in B2B SaaS.
• Experience owning deals from discovery through close.
• Confident running product demos without a solutions engineer.
• Strong discovery skills and understanding how a customer's team operates.
• Comfort selling a product that is evolving and handling ambiguous situations.
• A genuine interest in AI and how software drives growth.
• A collaborative, low-ego approach focused on team results.

Responsibilities

• Pipeline: find opportunities through outbound, relationships, and events.
• Discovery: uncover how a prospect's marketing team operates.
• Demos: run the product and tailor the story to buyer goals.
• Full-cycle selling: manage from first contact to close.
• Market development: spend time in the SF startup ecosystem and build relationships.
• Customer handoff: transition to Customer Value while staying connected.
• GTM feedback: share learnings with Product, Marketing and founders.

Skills

Closing quota

B2B SaaS

Product demos

Discovery skills

AI interest

Team collaboration

Job description

Different is a marketing system that runs demand generation for B2B companies. It handles campaign creation, personalization, and optimization in one place, so lean teams can do more without adding headcount, agencies or point AI solutions. Customers use Different to launch campaigns faster, reach the right buyers, and continuously improve marketing ROI. Between them, Different’s founders have founded two unicorns, led AI at a global marketing software giant, and built platforms used by millions. They bring deep product, technical, and business experience to one shared goal: reimagining how modern marketing works. We are backed by General Catalyst and Lightspeed.

The role

You'll own the full sales cycle, from building pipeline through discovery, demos, commercial discussions, and close.

For the last six months, we've been selling the product ourselves and have won our first customers. We've learned a lot, but we don't have a mature playbook yet. You'll help turn what we've learned into a sales motion that's repeatable.

You'll work closely with the founders, Product, Marketing, and Customer Value. What you hear from prospects and customers should shape how we sell and what we build.

What you'll work on

Pipeline: find your own opportunities through outbound, relationships, and events. Don't wait for inbound.

Discovery: get past surface-level pain and understand how a prospect's marketing team actually works.

Demos: know Different well enough to run the product yourself and tailor the story to the buyer's goals and use cases.

Full-cycle selling: manage a consultative process from first conversation through evaluation, commercial discussions, and close.

Market development: spend time in the San Francisco startup ecosystem, meet founders and marketing leaders, and build relationships that create opportunities.

Customer handoff: work closely with Customer Value as a new customer moves into a pilot and beyond, while staying connected to the relationship.

GTM feedback: bring what you are hearing from prospects and customers back to Product, Marketing and the founders.

What we're looking for

• 2+ years carrying a closing quota in B2B SaaS, with a track record of meeting or exceeding targets.
• Experience owning deals from discovery through close.
• Confidence running product demos without relying on a solutions engineer for every conversation.
• Strong discovery skills and the curiosity to understand how a customer's team operates.
• Comfort selling a product that is still evolving and handling situations where the answer is not obvious.
• A genuine interest in AI, marketing, and how software is changing the way companies grow.
• A collaborative, low-ego approach. You should care about the team's result, not just your own number.

If you already know how to close B2B software and want a say in how we sell it, this role is for you.

Why this is interesting

At a later-stage company, an AE usually starts with a set territory, pitch, and sales process. Here, you'll have enough to be productive from day one, and you'll help work out the rest, such as which accounts respond, what story lands, and where the process breaks.

Because the team is small, what you learn in deals shows up quickly in the product and in how we go to market. You'll join while the sales motion is still being shaped, not after the answers have already been written down.

Annual compensation range

$180k-$220k OTE
Actual compensation will depend on the candidate's experience, skills and the scope of the role. In addition to base salary, Different offers equity and benefits.