B2B SaaS Account Executive, Inbound-Led Sales

Cobalt Intelligence (Secretary of State API); United States; Remote; USD 108,000 - 132,000; Full time

Benefits offered by this job

Health reimbursement

401k match

Home office stipend

Job summary

Cobalt Intelligence is seeking an experienced Account Executive to close B2B SaaS deals on a fully remote basis. You will manage inbound opportunities, run product demos, and move trials toward paid plans with a focus on rapid, repeatable sales cycles.

Ideal candidates excel at discovery, demos, and objection handling, and have a proven track record of meeting quotas in SMB or commercial segments, while collaborating closely with the founder-led sales process.

Qualifications

• Experience closing B2B SaaS deals.
• Proven ability to win in inbound-led cycles.
• Strong discovery, demos and qualification.
• Consistent quota attainment track record.

Responsibilities

• Run discovery and product demos with inbound buyers to uncover use cases and decision criteria.
• Turn trials into decisions by prioritizing testers and setting clear next steps.
• Own the close across quick wins and multi-thread evaluations; handle objections and maintain momentum.
• Follow up with trial users, revive stalled opportunities and progress qualified prospects.
• Keep the CRM organized and help refine qualification, trials, follow-ups and pipeline processes.

Skills

B2B SaaS closing

Inbound-led selling

Discovery & demos

Qualification & objections

Quota attainment

Job description

Work setup : Fully Remote

Compensation : $120k OTE

Benefits : Health reimbursement, 401k match, $2,500 to set up your home office

We sell business-data APIs to lenders, fintech companies and software teams that need accurate data for verification, underwriting and compliance. You don't need to have sold APIs before. You do need to enjoy learning a technical product and asking good questions.

The demand is already here: roughly 150–200 new product trials and 20–40 demo requests every month. Until now, I've handled the sales conversations myself. I'm looking for our first AE to take over the commercial side, convert more of that interest into paying customers and help us build a more repeatable process.

Most new deals are around $1,500 MRR ($18K ARR). Some buyers decide after one conversation. Others need to test the data, bring in developers, compare providers or get approval. We need someone who can handle both, without treating every opportunity like a six-month enterprise deal.

There's an existing founder-led sales process, but it's still evolving. I'll initially help on technical calls while you learn the product. Your job is to start selling quickly and help us improve what works as we go.

What you'll do

• Run discovery and product demos with inbound buyers. Understand their use case, current process, business problem and reason to act, rather than just walking through features.
• Turn trials into decisions. Prioritize the right trial users, agree what they'll test, involve the right people and set clear next steps toward a paid plan.
• Own the close. Manage quick wins and more involved evaluations, multi-thread when needed, handle objections and keep momentum through a yes or no.
• Follow up proactively. Call new trial users, revive stalled opportunities and keep moving the people who've already shown interest. This is inbound-led, not a cold-outbound-heavy role.
• Keep Close CRM organized and work with me to improve how we qualify, run trials, follow up and manage the pipeline.

What we're looking for

• Recent, personal B2B SaaS closing experience in an SMB or commercial motion. Ideally your typical deals have been in roughly the $6K–$60K ARR range, rather than exclusively six-figure enterprise contracts.
• Experience with shorter sales cycles and/or higher-volume demo-led selling. You're used to several opportunities moving at once and closing multiple new customers a month.
• Strong discovery, demos, qualification, objection handling and follow-up. You can explain how you personally take a deal from first call to a decision.
• A track record against full, non-ramp closing quotas. Deals you've personally closed matter more here than meetings booked or pipeline created.
• Comfort working hands-on with a founder while the process is still taking shape. Early-stage or founding AE experience is a big plus.
• Curiosity about technical products. Selling APIs, developer tools, data, fintech or compliance software is a plus, not a prerequisite.

Why this is a good opportunity

You'll have real inbound demand to work on day one, direct access to the founder and room to make a meaningful impact on how we sell. We need someone who likes running calls and closing business, not someone who wants to spend the first three months writing a playbook.