Enterprise Account Executive

Ema; San Francisco (CA); Hybrid; USD 120,000 - 250,000; Full time

Job summary

Ema in San Francisco is building an Agentic AI platform and seeks an outbound sales professional to drive new business with senior executives across industries. You will generate leads, engage key decision-makers, and close enterprise contracts that align with customer goals.

As part of a fast-paced startup, you’ll manage a robust pipeline, negotiate pricing and terms, and stay ahead of market trends to refine sales strategies. This role offers significant impact and high-growth opportunity.

Qualifications

• 2+ years of outbound sales experience closing net new business.
• Proven track record of closing deals $500k+ in enterprise settings.
• Excellent written and verbal communication skills.
• Familiarity with CRM tools like LinkedIn Sales Navigator and Hubspot.
• Analytical mindset; ability to interpret data and adjust sales strategies.
• Startup resilience in a fast-paced environment.

Responsibilities

• Lead generation through outbound prospecting and strategy.
• Engage with senior executives and drive new business across industries.
• Build and manage a robust pipeline and convert prospects into customers.
• Negotiate pricing, terms, and contracts; close enterprise contracts.
• Monitor market trends and customer feedback to refine sales processes.

Skills

Outbound sales

Executive engagement

Pipeline management

Negotiation

Adaptability

Tools

LinkedIn Sales Navigator

Hubspot

Job description

About Ema

Ema is building the world’s leading Agentic AI platform to transform enterprise productivity. We enable organizations to delegate repetitive tasks to Ema, the Universal AI Employee, delivering 10x gains in workforce efficiency, across functions. Founded by former executives from Google, Coinbase, Flipkart, and Okta, our team includes engineers from premier tech companies and graduates of Stanford, MIT, UC Berkeley, CMU, and IITs.

We are backed by industry leading investors including Accel, Naspers/Prosus, Section32, and angels like Sheryl Sandberg and Dustin Moskovitz. Headquartered in Silicon Valley and with offices in London, Bangalore and Vancouver and Bangalore, Ema is at the frontier of what Agentic AI can do in production — we ship real systems that run real business processes at scale.

Skills and Qualifications

• Product Knowledge: Deep understanding of product offerings and their real-world applications, particularly in AI technologies, enabling effective communication of value to potential customers.

• Sales Expertise: Proven track record in building positive relationships, prospecting, and negotiating high-value deals with senior executives. Experience generating pipeline through cold calling and prospecting.

• Interpersonal Skills: Strong communication and interpersonal abilities, with the capacity to be personable yet persistent, adapting your approach to different customer needs.

• Technical Acumen: Effective combination of selling skills and technical understanding, focusing on strategic thinking, problem-solving, and value creation tailored to each unique client.

• Adaptability: Ability to thrive in a fast-paced, dynamic environment, with a high level of flexibility and the capacity to adapt to changing priorities and overcome challenges.

Responsibilities

• Lead Generation: Responsible for outbound prospecting, generating new leads, and developing comprehensive strategies to expand the company’s presence within targeted institutions or regions.

• Client Engagement: Build and nurture relationships with key executives, engage in high-level conversations across various industries, and drive new business through creative prospecting and tailored sales approaches.

• Pipeline Management: Develop, maintain, and track a robust pipeline of qualified leads, managing accounts through the sales stages and converting prospects into paying customers.

• Negotiation & Deal Closing: Work closely with internal teams to negotiate pricing, terms, and contracts with clients, ensuring alignment with business goals and successfully closing enterprise contracts.

• Market Strategy: Stay up-to-date on market trends, industry dynamics, and customer feedback, ensuring the continued refinement of processes and sales strategies.

What We Value

• Communication Skills: Excellent interpersonal skills; ability to compellingly articulate product offering to audiences with varying levels of technical skill and seniority.

• Consistent Success: A proven track record of closing large-scale enterprise deals ($250k+), meeting or exceeding ambitious sales targets.

• Adaptability & Learning: An eagerness to continuously learn, especially in the AI and technology space, with a proactive approach to developing new skills.

• Collaboration: A strong ability to work across teams, influence without direct authority, and build solid relationships with both internal and external partners.

• Customer Focus: A deep understanding of customer needs, with the ability to navigate complex procurement processes and tailor solutions that drive value for each unique client.

Requirements

• Experience: 2+ years of outbound sales experience, focusing on closing net new business, and a history of hitting quarterly and yearly sales targets. Proven success in closing deals of $500k or more.

• Communication Skills: Excellent written and verbal communication abilities, with experience articulating complex concepts to diverse audiences.

• Sales Tools Proficiency: Familiarity with LinkedIn Sales Navigator, Hubspot, and other CRM or sales tools.

• Analytical Mindset: An avid learner of technology who can learn the basics quickly and apply them to business situations. Ability to interpret data and make data-driven decisions to refine sales strategies and improve performance.

• Startup Resilience: Resilience and ability to thrive in a dynamic, fast-paced startup environment.

Compensation offered will be determined by factors such as location, level, job‑related knowledge, skills, and experience. Certain roles may be eligible for variable compensation, equity, and benefits.

Ema Unlimited is an equal opportunity employer and is committed to providing equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, sexual orientation, gender identity, or genetics.