Founding Account Executives

Lorikeet; United States; Remote; USD 70,000 - 130,000; Full time

Job summary

An established industry player is seeking a dynamic Account Executive to drive growth through securing enterprise customers. This role offers a unique opportunity to work closely with technical founders and shape the sales strategy in a fast-paced, innovative environment. As a key member of the team, you'll leverage your expertise in enterprise SaaS sales to deliver transformative AI solutions that enhance customer support operations. With a focus on building relationships and understanding client needs, you will play a pivotal role in establishing the company's presence in key markets. Join a collaborative and flexible culture that values diverse perspectives and encourages personal initiative.

Benefits

Equity stake in the business

Uncapped commission

Flexible working hours

Paid work trial

Monthly updates from leadership

Qualifications

• 5+ years in enterprise SaaS sales with a focus on new business acquisition.
• Proven track record of meeting or exceeding sales targets in innovative products.

Responsibilities

• Own the full sales cycle for enterprise prospects from prospecting to closing.
• Develop understanding of customer support operations and articulate AI benefits.

Skills

Enterprise SaaS Sales

Consultative Sales

Customer Relationship Management

Technical Communication

Understanding of AI Solutions

Education

Bachelor's Degree

Experience in B2B Sales

Tools

Attio (CRM)

Grain

Unify

Rox

Clay

Job description

About Lorikeet

Lorikeet is the most powerful customer support AI for complex businesses like fintechs, healthtechs, marketplaces and delivery services.

We're doing this by building ground up from the premise that most support responses should be automated with transparent, customizable AI, and that support teams should spend their time managing automation and engaging with complex cases, not grinding through high volumes of simple tickets. Once teams are freed from reactive support, we want to help them tackle what's next: providing personalized concierge services to their customers.

To deliver this combination of powerful AI systems and well designed tooling we're leveraging Jamie's experience as an early member of Google's generative AI team and Steve's experience building for operational teams at Stripe, as well as the experience of our team who've joined us from places like Stripe, Canva, Atlassian, Dropbox and Dovetail.

We are growing fast, have dozens of paying customers with five to six figure contracts, real revenue, an exciting roadmap and a strong sales pipeline. We're well funded by leading VCs and angel investors, including Blackbird, Square Peg, Claire Hughes Johnson (ex Stripe COO), Cristina Cordova (Linear COO), Bob Van Winden (Stripe Head of Support), and Cos Nicolaescu (Brex CTO).

Our global customers include:

1. The largest telehealth company in Australia
2. The largest bank for teens in the US
3. One of the largest NFT marketplaces by trading volume
4. One of the largest Web3 gaming companies
5. … and a handful of other enterprise customers with over 1 million support tickets a year.

What's unique about this opportunity?

High pay, high expectations, high performance. We're building a small, great team. We aim to match unicorn / scale up pay for OTE and offer uncapped commission with aggressive accelerators, as well as an equity stake in the business. Our team gets the same monthly updates we send to our investors because they're investors and owners too.

On the technical cutting edge. With our users we're defining what an AI-first SaaS product looks like. No one has figured out what the UI/UX, capabilities and data models of an AI first company are - it's white space for us to invent. The AI agent problems we're solving are beyond the cutting edge at the biggest research labs.

No nonsense recruitment process. The process is: 1) informal chats with Steve and Jamie to hear our pitch and understand your interests and goals, 2) a ~two day paid work trial where you come in and ship with us. There's no better way for each of us to figure out if we like working together than to work together!

Warm, mature, flexible culture. Low ego, high trust team. No tolerance for 'talented jerks'. We embrace a) working efficiently, and b) working flexible hours to fit in life priorities outside of work. We're committed to building a diverse team and really encourage folks from underrepresented backgrounds to reach out - we value user obsession and eagerness to learn over traditional credentials.

About the role and you

This is a foundational sales opportunity to join Lorikeet as our first Account Executive. You'll be instrumental in driving our growth by securing new enterprise customers and expanding our presence in key markets. As a founding AE, you'll work directly with our technical founders to refine our sales strategy, establish the playbook for future sales team members, and help grow the team. We’ve been selling the product so we know the value of sales perspectives in product development, and you’ll have a seat at the table in shaping our product strategy and roadmap.

You'll be selling a transformative AI solution that delivers immediate and measurable ROI to customers, working with technical decision-makers who understand the value of automation for their support operations. Your success will directly impact our company trajectory and establish you as a key leader in our organization.

Our customers and revenue are >50% in the US, but today most of our team and our headquarters is in Sydney, Australia, where we'd love to host you for onboarding.

The right candidate

We're looking for a strategic, customer-focused sales professional to help us accelerate our growth. This role is perfect for someone who is:

1. Excited about AI and can effectively communicate its transformative potential to complex businesses
2. Naturally curious about customers' business challenges and motivated to find the right solutions
3. Comfortable selling to technical and business stakeholders in enterprise organizations
4. Motivated by impact and wants to play a key role in an early-stage, fast-moving startup

As an early team member, you'll have the agency to take initiative and shape our sales approach. You'll influence not just individual deals, but our entire go-to-market strategy.

What you'll do

1. Own the full sales cycle for enterprise prospects, from prospecting to closing deals
2. Develop deep understanding of customer support operations and articulate how Lorikeet's AI can transform them
3. Partner with our product and implementation teams to ensure smooth customer onboarding
4. Help establish sales processes, documentation, and best practices as our founding AE (we have an AI-first, next-gen stack that includes Attio as a CRM, Grain for recording and coaching, and Unify, Rox and Clay for account intelligence, planning and prospecting - we’d welcome your input on selecting and building the right stack)
5. Provide market intelligence and customer feedback to inform product development
6. Build and nurture relationships with key decision-makers at target accounts
7. Collaborate with founders to refine our value proposition and sales messaging
8. Meet and exceed revenue targets through both new customer acquisition and expansion

You might be a fit if you

1. Have 5+ years of experience in new business / acquisition enterprise SaaS sales, ideally in B2B software or AI-driven solutions
2. Have a proven track record of building pipeline and consistently meeting or exceeding sales targets, ideally in an early stage or entrepreneurial setting that involves creating structure and selling innovative products in new markets
3. Are comfortable with complex, consultative sales cycles and selling to multiple stakeholders
4. Can effectively communicate technical concepts and ROI to both technical and business audiences
5. Are naturally curious and enjoy understanding the nuances of customer operations
6. Are an excellent communicator who can build trust and relationships at all levels
7. Are excited about AI and its potential to transform how businesses operate (experience with AI tools is a plus)

Applicants must be based in the United States and eligible to work in the US without sponsorship (remote work supported)

If you don't quite match this but have a unique background, skillset, or experience that you think we should consider we strongly encourage you to reach out. We know first hand that diverse teams are higher performing and are proud that our team reflects a broad spectrum of identities and lived experiences.