Hybrid SaaS Account Executive, Mid‑Market

Menlo Ventures; San Francisco (CA); On-site; Full time

Job description

About Orb

Orb is on a mission to revolutionize billing infrastructure for the modern era of AI and software. We empower businesses to align their monetization with product usage—whether through seats, consumption, feature limits, or hybrid pricing models. Our developer-first, data-driven approach enables companies to automate their billing processes and adapt their pricing strategies with ease.

With Orb, revenue workflows are seamless for every team: developers love our intuitive API and extensibility, product managers iterate on pricing and packaging faster, finance teams gain fine-grained reporting for revenue recognition, and customer-facing teams build trust through billing transparency. Companies like Vercel, Pinecone, and Replit rely on Orb to power their most critical revenue initiatives.

Backed by $44.1 million in funding from top investors like Mayfield, Menlo Ventures, and Greylock, we’re building a hybrid, in-office culture in downtown San Francisco (3 days/week). Our team thrives on collaboration, focus, and kindness, with a shared commitment to solving high-impact problems for our customers. At Orb, every team member drives meaningful impact, and we’re just getting started.

About the role:

We’re looking for Account Executives that are hungry to sell into the most innovative software companies that are disruptive within their respective industries. You will have the opportunity to directly influence Orb’s GTM strategies and impact Orb’s trajectory.

In this role you will:

• Own the full sales cycle from initial discovery to close, engaging technical and business stakeholders across customer organizations

• Develop a deep understanding of our product and the technical ecosystem it operates in to confidently guide prospects through complex multi-stakeholder buying decisions involving engineering, finance, and the C-Suite

• Translate customer pain points into tailored solutions, working closely with Solution Architects,Product, and Engineering to ensure technical fit

• Relentlessly drive pipeline generation through outbound prospecting into CTOs, Product and Finance leaders, along with technical end users

• Partner with internal cross-functional teams (Product, Marketing, Support) to influence roadmap and improve customer experience

• Build and manage a strong pipeline of qualified opportunities using a consultative and solution-oriented approach

• Deliver compelling product demos and technical overviews that resonate with engineering, product, and operations teams

• Stay current on industry trends, emerging technologies, and competitive landscape to position our value effectively

• Use data-driven insights to refine your outreach, forecast accurately, and continuously optimize your sales motion

• Helping to identify and execute GTM experiments that will accelerate Orb’s revenue growth

About you:

• 3+ years of full cycle sales closing experience as an Account Executive

• Familiarity with, SaaS, infrastructure, and finance & billing technology a plus

• Demonstrated history of consistent goal achievement in highly competitive environment

• Excellent presentation, verbal, and written communication skills

• Demonstrated success with creative pipeline generation strategies

• Previous Sales Methodology training (e. g. MEDDIC, SPIN, Challenger Sales) a plus

• Strong sense of curiosity and empathetic approach to opportunity management

• Passion for quantifying and helping deliver on customer outcomes

• Highly coachable and crave new knowledge through the lens of continuous improvement.

Please note: We value in-person collaboration and have built a hybrid, in office culture requiring 3 days per week at our HQ in downtown San Francisco. We see it as a way to achieve our mission faster, in an environment of rapid ideation, strong alignment, and that energy that makes work more fun. Unless specifically noted in the job above, please plan to join us in person in San Francisco.

Benefits

• Excellent medical, dental, and vision insurance - 100% coverage for you and dependents

• Unlimited PTO (with 15 days minimum encouraged), 11 paid holidays, plus one week of time off during the last week of December

• 401k plan

• 16-week paid parental leave with equity vesting

• Commuter stipend

• Catered lunches in the office

• Meaningful equity in the form of stock options

Equal Opportunity Employer

We work with each other day in and day out, and strongly believe that building a diverse and inclusive team is key to our long-term goals and success as a company. We provide equal employment opportunities to all applicants without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by law.