Account Executive (Commercial)

Runway; United States; Remote; USD 90,000 - 120,000; Full time

Job summary

A leading SaaS company based in the United States is seeking an Account Executive to drive and scale their sales engine. In this role, you'll own the full sales cycle, demonstrating a deep understanding of buyer pain points while engaging with executive stakeholders. The ideal candidate will have a successful track record in technical sales, particularly in high-growth environments.

Qualifications

• Proven success executing and scaling high-volume, fast-paced technical sales cycles.
• Demonstrated ability to sell to executive stakeholders at companies with up to 500 employees.
• Experience selling at a tech company in the $20M ARR stage.

Responsibilities

• Own and execute the full-cycle sales process: prospecting, discovery, demoing, negotiations, and closing.
• Become a product expert and lead your own demos and discovery calls.
• Proactively build pipeline through outbound prospecting.

Skills

Technical sales execution

Stakeholder engagement

Sales forecasting

Value-based selling

Pipeline building

Job description

Overview

We’re looking for a driven and strategic Account Executive to help build and scale our sales engine. You’ll own the full sales cycle—prospecting, discovery, value mapping, and closing—and work closely with GTM leadership, founders, and product to shape how we engage with customers. If you thrive in fast-moving environments, love thinking like a buyer, and want to sell a product that solves real pain for modern finance teams, this is the role for you.

What you’ll do

• Own and execute the full-cycle sales process: prospecting, discovery, demoing, negotiations, and closing.

• Become a Runway product expert—you’ll lead most of your own demos and discovery calls, with Solutions Architect support for highly technical or complex use cases.

• Proactively build pipeline through outbound prospecting and partnerships with SDRs.

• Tailor messaging to VP+ decision-makers with a deep understanding of buyer pain and desired outcomes.

• Run tight, value-based sales cycles focused on impact, not features.

• Accurately forecast pipeline and commit with confidence against a monthly quota.

• Partner with Product and GTM to refine our messaging, ICP, and commercial playbook.

• Contribute to team strategy, learnings, and culture as an early member of the sales org.

What we’d love to hear from you

• Proven success executing and scaling high-volume, fast-paced technical sales cycles—ideally with 4+ years of consistent performance in SaaS

• Demonstrated ability to sell to executive stakeholders at companies with up to 500 employees or $10–50M in revenue

• Experience selling at a tech company in the $20M ARR stage, where agility, ambiguity, and iteration are the norm

• A bias for action and the ability to operate with urgency and ownership, especially in ambiguous environments

• A growth mindset—you reflect on wins and losses and continuously level up

• A team-first mentality—you value feedback, share learnings, and support others

• The ability to clearly speak to results you’ve owned, backed by metrics and examples