Enterprise Account Executive

Guava; Los Angeles (CA); Hybrid; USD 300,000 - 500,000; Full time

Benefits offered by this job

Competitive base pay

Uncapped commission

Equity options

Direct line to leadership

Job summary

Guava, located in Los Angeles, is looking for an Enterprise Account Executive to own new logo acquisition across strategic accounts. You will be responsible for building pipeline, managing complex deals, and partnering with stakeholders in regulated industries like healthcare and finance.

The ideal candidate has over 10 years of successful B2B sales experience, particularly with complex technical products, and the ability to engage with both technical and business stakeholders.

Qualifications

• 10+ years of enterprise sales experience with a track record of closing net-new logos.
• Experience selling complex technical products in regulated industries is preferred.
• Comfortable navigating long, multi-stakeholder sales cycles.

Responsibilities

• Own outbound prospecting and pipeline generation for enterprise accounts.
• Run full-cycle enterprise deals from first meeting to signed contract.
• Represent Guava at industry events and conferences.

Skills

Enterprise B2B sales experience

Experience in API/SaaS/AI/ML products

Ability to navigate long deal cycles

Strong communication skills

Outbound pipeline generation

Tools

CRM software

Job description

Guava is the voice platform built for regulated industries — the calls that have to be right. Trained on 10B+ live agent minutes and in regulated production since 2013, Guava gives enterprises a single, compliant system for every second of a call. We serve healthcare systems, banks, insurance carriers, BPOs, and tech-native companies that need voice infrastructure they can stake their business on.

We are a fast-growing AI company with deep engineering roots — Stanford, MIT, NASA — and we are building the go‑to‑market team to match. If you want to sell a product that enterprise buyers actually need, with a decade of proof behind it, read on.

THE OPPORTUNITY

Guava is looking for an Enterprise Account Executive to own new logo acquisition across our largest and most strategic accounts. You will be hunting — building pipeline from scratch, running complex multi‑stakeholder deals, and closing contracts with the organizations that run regulated industries at scale.

This is a high‑impact, high‑autonomy role. You will be navigating both technical buyers (CTOs, engineering leaders) and business buyers (CROs, COOs, VP Ops) in the same deal cycle, often simultaneously. Enterprise sales cycles at Guava are long and complex — you will need to be a strategic partner to prospects, not just a rep.

WHAT YOU’LL DO

• Own outbound prospecting and pipeline generation for enterprise accounts — you build your own book
• Identify and map key stakeholders across technical and business functions within target accounts
• Develop and execute account plans for strategic targets across Guava’s core verticals: healthcare, banking, insurance, BPOs, and tech‑native platforms
• Partner with marketing and SDRs to convert inbound interest into qualified enterprise opportunities

Deal Execution

• Run full‑cycle enterprise deals from first meeting through signed contract, managing complex multi‑threaded sales processes
• Lead discovery, solution positioning, and value‑based selling to both technical and executive stakeholders
• Coordinate with Solutions Engineering and Forward Deploy Engineers to align on technical fit and proof‑of‑concept execution
• Navigate procurement, legal, and security review processes common in regulated‑industry enterprises
• Accurately forecast pipeline and close dates in CRM with disciplined deal hygiene
• Develop deep expertise in Guava’s target verticals and the competitive voice AI landscape
• Feed customer and market insights back to product and leadership to inform roadmap and positioning
• Represent Guava at industry events, conferences, and executive briefings

WHAT WE’RE LOOKING FOR

• 10+ years of enterprise B2B sales experience, with a consistent track record of closing net‑new logos
• Experience selling complex technical or infrastructure products — API platforms, SaaS, AI/ML, or voice/communications technology preferred
• Proven ability to navigate long, multi‑stakeholder deal cycles (3+ months) in regulated industries such as healthcare, financial services, or insurance
• Comfortable selling to both technical buyers (CTOs, engineering teams) and business executives (CRO, COO, VP Ops) in the same deal
• Strong outbound mentality — you know how to build pipeline, not just work inbound
• Excellent executive presence and communication skills; you can hold a room at the C‑suite level
• Highly organized, with disciplined CRM hygiene and accurate forecasting
• Based in or willing to commute to Los Angeles; this is a full‑time, hybrid role based in Los Angeles

NICE TO HAVES

• Direct experience selling into BPOs, healthcare systems, banking/lending, or insurance carriers
• Familiarity with compliance‑driven buying processes (SOC 2, HITRUST, PCI, HIPAA)
• Experience at an early‑stage or growth‑stage startup where you helped define the enterprise motion
• Prior experience working alongside a Solutions Engineering or FDE team

WHY GUAVA

• Sell a product with a decade of regulated production proof — not a demo, a platform
• Get in early on a category‑defining AI company with real traction and real customers
• Work with a technical team that can back up every claim you make in front of a prospect
• Direct line to leadership and meaningful influence over how the enterprise motion is built
• Competitive base, uncapped commission, and equity
• OTE Pay Range: $300,000-$500,000 based on experience and success in role

• Guava is an equal opportunity employer. We welcome applicants of all backgrounds and are committed to building a diverse and inclusive team.