Account Executive (Full Cycle)

Pharos AI, Inc.; United States; Remote; USD 95,000 - 110,000; Full time

Benefits offered by this job

401(k) and health insurance stipend

Job summary

Pharos AI, Inc. is hiring its first dedicated Sales Account Executive to own the full sales cycle—from prospecting to closing—for a technical product used by Salesforce and IT leaders at mid-market and enterprise companies.

The role is a true hunter position in a growing company with senior leadership involvement; you will help define the sales motion, messaging, and the foundation of the sales org while targeting Salesforce Administrators, Developers, Architects, and IT Directors.

Qualifications

• 2–4 years of B2B SaaS sales experience with quota
• Familiarity with the Salesforce ecosystem—Governor Limits, Apex Exceptions, and Flow errors
• Full-cycle sales experience or readiness to own deals end-to-end
• Hunter mentality—outbound prospecting and pipeline building
• Technical fluency to converse with developers without constant SE support
• Excellent written and verbal communication skills

Responsibilities

• Identify and research target accounts in the Salesforce ecosystem
• Execute outbound campaigns via email, LinkedIn, and phone
• Convert inbound interest from Pharos Triton users into qualified opportunities
• Build and maintain a healthy pipeline (target: $150K+ quarterly)
• Own the full sales cycle from first contact to signed contract
• Conduct discovery calls to understand customer pain points and tech environment
• Deliver product demos (with SE support for complex scenarios)
• Navigate multi-stakeholder deals (Admins, Developers, IT leaders)
• Manage POC engagements and guide prospects to outcomes
• Handle pricing discussions and contract negotiations
• Maintain forecasts and pipeline data in Salesforce CRM
• Capture competitive intelligence from prospect conversations
• Provide feedback to Product on feature requests and market needs
• Identify patterns in objections and work with Marketing to address them
• Contribute to refining ICP and sales messaging

Skills

B2B SaaS sales

Salesforce familiarity

Full-cycle sales

Hunter mentality

Technical fluency

Communication skills

Tools

Salesforce CRM

Job description

We are hiring our first dedicated Sales Account Executive to own full-cycle sales—prospecting, pipeline development, and closing for a highly technical product sold to Salesforce and IT leaders at mid-market and enterprise organizations. This is a true hunter role offering the opportunity to help define the sales motion, shape messaging, and build the foundation of our sales organization alongside senior leadership.

Pharos AI is the leading Salesforce-native observability platform. We give Salesforce teams the power to see everything happening in their org—errors, performance issues, and system health—before small problems become business-critical outages.

Our customers include enterprises and well-known institutions that can't afford Salesforce downtime.

We're bootstrapped, profitable, and growing. Our free open-source logger (Pharos Triton) is used by Salesforce developers worldwide, and our paid platform is expanding rapidly in the enterprise market.

Description

The Role

We're hiring our first dedicated Sales Account Executive —a hunter who can prospect, build pipeline, AND close deals. This is full-cycle sales for a technical product sold to technical buyers.

This is not a role for someone who wants inbound leads handed to them. We need someone with the grit to find opportunities and the polish to close them. You'll be selling to Salesforce Administrators, Developers, Architects, and IT Directors at mid-market and enterprise companies.

You won't just execute a playbook—you'll help write it. As our first AE, you'll work directly with our senior team to define the sales motion, refine our messaging, and build the foundation for our sales organization.

Variable Compensation/Commission: $40,000–$45,000 (uncapped)

On-Target Earnings: $95,000–$110,000+

Benefits: 401(k) and health insurance stipend

What You'll Do

Prospecting & Pipeline Building (The Hunt)

• Identify and research target accounts in the Salesforce ecosystem
• Execute outbound campaigns via email, LinkedIn, and phone
• Convert inbound interest from Pharos Triton users into qualified opportunities
• Build and maintain a healthy pipeline (target: $150K+ quarterly)

Sales Execution (The Close)

• Own the full sales cycle from first contact to signed contract
• Conduct discovery calls to understand customer pain points and technical environment
• Deliver compelling product demos (with SE support for complex technical scenarios)
• Navigate multi-stakeholder deals involving Admins, Developers, Architects, and IT leadership
• Manage POC (proof of concept) engagements and guide prospects to successful outcomes
• Handle pricing discussions and contract negotiations
• Maintain accurate forecasts and pipeline data in Salesforce CRM
• Capture and share competitive intelligence from prospect conversations
• Provide feedback to Product on feature requests and market needs
• Identify patterns in objections and work with Marketing to address them
• Contribute to refining our ICP and sales messaging

What We're Looking For

Required

• 2–4 years of B2B SaaS sales experience with a track record of hitting quota
• Salesforce ecosystem familiarity—you know what Governor Limits, Apex Exceptions, and Flow errors mean (or you've sold to people who care about these things)
• Full-cycle sales experience or demonstrated readiness to own deals end-to-end
• Hunter mentality—comfortable with outbound prospecting, cold outreach, and building pipeline from scratch
• Technical fluency—you can hold a conversation with developers without needing an SE on every call
• Excellent communication skills—clear, concise, and compelling in writing and conversation

Preferred

• Experience selling DevOps, monitoring, or developer tools
• Background in Salesforce consulting or implementation
• Prior experience at an early-stage startup (you understand the ambiguity and wear-multiple-hats reality)
• Existing relationships in the Salesforce ecosystem
• Trailhead badges or Salesforce certifications

The Right Mindset

• Closer with grit—you have the polish to win deals and the hustle to find them
• Builder mentality—you're excited to help create the sales playbook, not just follow one
• Comfortable with ambiguity—we're figuring things out as we grow, and you'll help shape the path
• Consultative approach—you solve problems, not just push product
• Coachable—you want feedback and are committed to continuous improvement

A Note to SDRs

If you're an SDR crushing quota and ready to step up to full-cycle sales, we want to hear from you.

We know many talented SDRs are stuck waiting for AE positions to open at their current company. This role is your opportunity to skip that line. You already know how to prospect and build a pipeline—we'll help you develop the closing skills.

Tell us why you're ready for the next step. Show us your numbers and your hunger.