[Hiring] Outbound Account Executive @Zesty.ai

Role Description

We are looking for a seller who thrives with a high degree of outbound ownership in developing new markets. You will be the first dedicated hire to run a high-velocity, inside sales motion for one of our newest product lines. You will own the full sales cycle from first touch to close—owning discovery, demos, proof points, and negotiations entirely over Zoom and email/LinkedIn. You will prospect, demo, and close high-velocity deals to prove the market and build the playbook for the rest of the company.

• Operate with a high degree of independence within the Strategy & Business Development team
• Work closely with GTM and Product to ensure market feedback shapes messaging, roadmap, and execution
• This is an outbound role focused on market development
• Persist with a list of accounts until they convert

How Success Is Measured

• Contracted New ARR: Hitting and exceeding quota through predictable execution
• Velocity: Maintaining a shorter sales cycle compared to our direct enterprise motion
• Win Ratio: Converting qualified opportunities into closed-won revenue at a high clip

The Day-to-Day

• Full Cycle Ownership: Own the full cycle for SMB/mid-market (and targeted enterprise "fast-track") opportunities in specific new product lines—from qualification through close
• High-Tempo Outreach: Partner with other GTM stakeholders on targeted sequences, primarily drive your own pipeline through high-volume outbound activity
• Value-Led Demos: Deliver value-led demos and lightweight POCs/sandboxes that show time-to-value within days, not months
• Crisp Discovery: Run discovery tailored to sophisticated insurance buyers (Underwriting, Actuarial, Product, Cat Modeling) to identify compelling use cases
• Feedback Loop: Be the voice of the customer to Product and Marketing—surfacing feature requests, data needs, and blockers from the field to help shape the roadmap
• Forecast Discipline: Forecast accurately in Salesforce and maintain hygienic pipeline with clear next steps, MEDDICC/BANT notes, and close plans

Ideal Experience

• Prior Seller, Future Founder: 2–5 years in SaaS/analytics inside or full-cycle sales
• Virtual Closing: Proven success in shorter sales cycles (30-60 days) with virtual-first closing
• Insurance Fluency: Ability to speak credibly with Chief Actuaries, Heads of Underwriting, and Analytics Leads
• Technical Comfort: Comfortable selling data + software (APIs, dashboards, LLM-based products) and articulating ROI to both business and technical stakeholders

Skills & Attributes

• Unafraid of "No": Comfortable iterating messaging quickly in early market development environments
• Hustle: No task will be beneath the successful candidate
• Commercial Acumen: Understand pricing, packaging, and how to close clean contracts without excessive discounting or bending on terms
• Writing That Sells: Follow-ups, close plans, and proposals are succinct and executive-level
• Coachability: Embrace call reviews, feedback, and rapid iteration
• Culture: Amplify our culture, not disrupt it

Tools You'll Use

• Salesforce
• Outreach
• LinkedIn Sales Navigator
• ZoomInfo
• Google Workspace/Office
• Calendly
• Zoom/Meet