Account Executive (GTME - Top Accounts/Strategic)

claylabs; San Francisco (CA); On-site; USD 180,000 - 240,000; Full time

Job summary

Clay is seeking a GTM Engineer who will close net-new business end-to-end, managing long, multi-stakeholder deals. You will partner with product, engineering, and customer teams to design solutions, run tailored evaluations, and craft compelling business cases that win budgets.

The role demands a track record of quota attainment in complex accounts, strong executive communication, and a proactive, creative mindset to use AI in daily workflows.

Qualifications

• 6+ years in a closing role with quota responsibility.
• Proven ability to build pipeline and close new-logo deals.
• Experience running complex multi-stakeholder deals.
• High business IQ and ability to map GTM motion quickly.
• Creative and resourceful, leveraging AI in workflows.
• Experience with a formal sales methodology.
• Strong communication, able to lead without dominating.

Responsibilities

• Own and close net-new business end-to-end in top accounts and complex deals.
• Manage long, multi-threaded sales cycles and negotiate across stakeholders.
• Navigate multi-stakeholder orgs and build consensus across teams.
• Work cross-functionally to orchestrate internal teams behind top accounts.
• Prospect into target accounts and develop pipeline alongside inbound leads.
• Run tailored product evaluations and demos tied to prospect workflows.
• Lead discovery to illustrate Clay's value and potential use cases.
• Build business cases to win budget and internal champions.
• Collaborate with product, engineering, services, and customer teams to shape solutions.
• Help build our sales playbook, processes, and culture as we scale.
• Use AI creatively to improve workflows for you and customers.

Skills

Closing deals

Pipeline building

Executive communication

Consultative selling

Job description

About Clay

Our mission is to help organizations turn any growth idea into reality.

We see growth as a creative practice, not a formula. Finding and reaching your best-fit customers takes unique ideas and constant iteration. As AI makes execution faster and tactics easier to copy, creativity is the only lasting advantage. We're already helping thousands of customers - including Anthropic, Notion, Google, and Ramp - go to market with unique data, signals, and AI research.

In 2025, we raised a $100M Series C backed by world-class investors including Sequoia, CapitalG, and First Round - and crossed $100M in revenue.

In 2026, we announced our second employee tender offer in 9 months at a new $5B valuation. We also launched a community equity round , for our customers, agency partners, and club members.

Some things to know about us:

Our community includes 11,000+ customers, 150+ integration partners, 125+ agencies, 50+ Clay clubs , and 30k members on Slack.

Our culture is unique inside and outside of work. Our team members are also DJs, activists, writers, clowns, marathoners, skydivers, psychedelic therapists, social workers, and more.

All employees can work for free with world-class coaches who specialize in creativity, management, and more.

Our operating principles - including negative maintenance and non-attached action - guide our work. Read more about them here.

Read about us in the NYT , Forbes , First Round Review , and more.

Hear from our employees directly on our Glassdoor page!

GTMS Engineer @ Clay

Clay is the GTM platform of choice for the best revenue teams in the world. From Anthropic to Notion to Stripe, growth teams use Clay to find their GTM Alpha. Our journey to $100M ARR was powered by creativity, and a belief that the best GTM teams treat their go-to-market like a product: constantly shipping new plays, experimenting, and never assuming that what worked last quarter will work next quarter. We sell that way too.

We describe ourselves as go-to-market consultants: account executives with a product mindset. We don't just sell Clay. We learn how a prospect's GTM motion actually works and show them what's possible with Clay. Every deal is a net-new customer discovering Clay for the first time. Our motion is high-velocity but consultative; we move fast, but we also go deep. This role won't look the same in six months as it does today, and that's the point. We're looking for people who want to grow alongside us and help redefine what great selling looks like.

What You'll Do

• Own and close net-new business end-to-end in our top accounts and the largest, most complex deals at Clay
• Manage long, multi-threaded sales cycles and negotiate custom and complex agreements across multiple stakeholders
• Navigate dynamic, multi-stakeholder organizations and build consensus across teams
• Work cross-functionally with internal teams to orchestrate the internal team behind every top account
• Prospect into target accounts and build pipeline alongside managing inbound leads
• Run tailored product evaluations and demos that connect Clay's capabilities to a prospect's specific workflows and pain points
• Lead consultative discovery that helps prospects see the possibilities of Clay
• Build business cases that win budget and internal champions
• Work cross-functionally with product, engineering, services, and customer teams to shape solutions and stay sharp on what Clay can do
• Help build our sales playbook, processes, and culture as we scale
• Use AI creatively, whether to improve your workflows or that of your customers

What You'll Bring

• 6+ years in a closing role (AE, senior AE, or sales leader) with a track record of carrying and exceeding quota in the largest and most complex accounts
• Proven ability to build pipeline, not just manage it
• Experience closing new-logo deals with multiple stakeholders in a consultative, solutions-oriented selling motion
• Experience running complex deals with multiple stakeholders across an organization - building champions in more than one function, not relying on a single point of contact
• High business IQ: you can walk into a conversation with a company you've never sold to, quickly understand their GTM motion, and identify where Clay creates value. This is the single most important skill in the role
• Creative and resourceful, whether that's finding clever ways to use AI tools in your own work or learning and pitching all of Clay's exciting use cases
• Experience with a formal sales methodology (we don't care which one, but you have a structured approach to running deals)
• You're a strong communicator who can hold a room without dominating it
• You're excited about contributing to a growing team, not just hitting your own number

Why This Role

The best GTM teams we work with don't run the same playbook forever. They ship new plays constantly, automate what's manual, and treat every part of their go-to-market as something that can be improved. We do the same internally, and as a GTME,