Account Executive

Tray.io; United States; Hybrid; USD 120,000 - 180,000; Full time

Benefits offered by this job

Cycle to work scheme

Flexible working hours

Generous conference and learningBudget

Unlimited paid time off policy

Work from home opportunities

Health insurance

Job summary

Tray.io is seeking an Account Executive to build and close new business in the Bay Area. You will self-source pipeline, identify accounts, and develop compelling business cases for decision-makers. You'll work with CROs, RevOps, IT teams, and Sales Engineers to translate complex AI orchestration into value.

Ideal candidates have 4–10 years selling and a startup background. You will own the end-to-end sales cycle, from prospecting to negotiation, and contribute to shaping regional go-to-market

Job description

• Build your own pipeline. Identify the right accounts, get into them and create opportunities yourself. Most of your pipeline will be self-sourced. You are a natural hunter. Win competitive deals. Sell against established brands and build-it-yourself alternatives by understanding the buyer’s problem better than anyone else in the room
• Sell to business and technical buyers together. Help CROs, RevOps leaders and IT teams see what AI orchestration makes possible, and give architects and security teams the
• Confidence to say yes. You’ll partner closely with our Sales Engineers to do it. Express customer value in ways that inspire action. Turn a customer’s goals into a clear business case they’ll champion internally
• Grow your book of business. Retain and expand the accounts you win, year over year. Help build the playbook. Work with sales leadership to shape and scale our Bay Area go-to market, and try new ways to acquire customers

Benefits

• Cycle to work scheme
• Flexible working hours
• Generous conference and learning budget
• Unlimited paid time off policy
• Work from home opportunities
• Health insurance

4–10 years of professional experience, with a strong record of selling and closing — as an Account Executive, or as a founder who personally sold to customersComfortable with technical buyers. You can explain a complex product to line-of-business and technical audiences and instil confidence in bothConsistently over quota, and near the top of your teamBased in the Bay Area, within a reasonable commute of our San Francisco office. We currently go into our San Francisco office every WednesdayEarly-stage experience. You’ve spent 2+ years at a seed or Series A/B company, ideally in a go-to-market role, and built something that didn’t exist before youScrappy and competitive. You enjoy competitive deal cycles and finding creative ways to win, especially when you’re not the biggest name in the roomA pipeline builder. You’ve worked where reps generate a large share of their own pipeline, and you can walk through exactly how you do it, with numbersFluent in AI. You can explain the AI landscape to a buyer in plain terms, separate real deployment from hype, and you use AI tools in your own work every dayHave won as the underdog, closing deals at a small company against the biggest brands in its categoryHave founded or co-founded a startup and personally sold and closed its customers — whether or not it worked outUnderstand the revenue tech stack: how CRM, sales engagement, revenue intelligence, forecasting, CPQ, billing and RevOps tools fit together, and what breaks when data moves between them. Experience in RevOps and sales tooling, integration and iPaaS, data pipelines, or BI sold into revenue and ops teams is idealHave sold an AI product, or sold to buyers evaluating AI, and have a point of view on how AI is reshaping go-to-market teams