Mid-Market Account Executive

Unwrap; Santa Barbara (CA); On-site; USD 150,000 - 260,000; Full time

Benefits offered by this job

Significant equity

Job summary

Unwrap, based in Santa Barbara, is expanding its mid-market sales team to drive $50k+ deals up to multi‑million annual commitments. You will hunt and discover your own leads, build trust with prospects, and close strategically. Our team of 40 is backed by strong growth and equity opportunities.

We value autonomous sellers who can create their own processes, thrive in a fast-paced startup, and consistently outperform quotas while delivering outstanding customer experience.

Qualifications

• B2B SaaS sales experience required.
• Full-cycle mid-market sales experience.
• Proven track record of meeting or exceeding quotas.
• Ability to self-source and close large deals.
• Thrives in a fast-paced startup environment.
• Passionate about customer experience and listening to customers.
• Demonstrates a strong work ethic and top performance.
• Teammates enjoy working with you.

Responsibilities

• Hunt and qualify new mid-market SaaS leads.
• Build trust with prospects and close deals from $50k to multi‑million totals.
• Own end-to-end sales cycle with minimal process.
• Collaborate with teammates across functions to tailor solutions.
• Develop new processes and materials when needed.

Skills

B2B SaaS sales

Mid-Market sales

Quota attainment

Self-sourced leads

Fast-paced startup

Customer experience

Top performer

Team player

Job description

Are you one of the most ambitious people you know? Do you thrive in fast-paced environments, and love selling? If so, you’ll be right at home at Unwrap.

We are expanding our mid-market sales team after our success with Bose, DoorDash, Southwest, and more. You’ll be expected to operate fairly autonomously, and pursue deals ranging from $50,000 up to 6 figures.

In order to succeed here, you’ll need to be able to do 2 parts of the role extremely well:

• Hunt and discover your own leads. Our biggest accounts all come from AEs creatively finding ways to get in front of the right buyer at the right time.
• Build trust with prospects. Our largest deals are over $1M / year, require 6-9 months to close, and get done because the prospect trusts and wants to work with you.

Who We Are

We’re currently a team of 40, based in Santa Barbara, and growing extremely quickly. We are venture-backed, and raised our $12M Series A from world-leading VCs. Our customers include leading companies across many industries, like Stripe, Perplexity, DoorDash, Microsoft, Lyft, lululemon, WHOOP, Oura, Clay, and many more.

Unwrap.ai is on a mission to fill the world with products people love. We do this by helping companies understand their customers like never before. Specifically, we ingest feedback from thousands of sources (support channels, surveys, social), use state-of-the-art NLP technology to extract actionable insights, and empower teams to take action on these insights to ship better products.

Our founders, two ex-Amazon Alexa Product Managers, were tired of manually sifting through customer reviews, support tickets, and bugs while working on Alexa. They understood the importance of listening to customers and prioritizing their requests effectively, but simply had too much feedback to parse through. So, Unwrap.ai was born to solve this problem.

Our small team is extremely motivated, hard-working, and simply gets stuff done. If this sounds exciting, we can’t wait to read your application.

What You Bring

• You've sold B2B SaaS before.
• You have experience with full-cycle, Mid-Market sales.
• You've consistently outperformed your quotas by hunting your own deals.
• You're able to thrive on a sales team without a lot of existing processes/materials, and are able to create your own processes/materials when needed.
• You have experience or are comfortable working in a fast-paced start-up environment.
• You're passionate about customer experience, and helping brands better listen to their customers.
• You are an extremely hard worker and top performer.
• Teammates love working with you.

What You Get

• Significant, potentially life-changing equity.
• Opportunity to close 7 figure deals.
• Learn about and have influence over all parts of the business, including finance, people, fundraising, product, etc.
• Ability to rapidly advance your career alongside company growth.
• Collaborate with experienced teammates, entrepreneurs, and advisors.