[Hiring] Account Executive @Tern Travel

Role Description

You will work directly with the Head of Sales and the COO, sitting close to the largest deals in the industry. You get a chance to build a business, to help others build businesses, to ultimately help people travel—one of the most fundamentally life-changing things you can experience.

Agencies use Tern to run their business: client profiles, supplier connections, commissions, back-office accounting, and the reporting an owner needs to know how the business is actually doing. That has changed what the sale is. You are not selling a nicer front office to a solo advisor. You are selling an operating system to an agency owner, their operations lead, and the person who reconciles commissions every month. All three have to say yes.

The travel advisor market is finite and tightly networked. Agencies talk to each other in communities, at conferences, and in group threads. That shapes how we sell: researched, named accounts rather than volume; a documented reason to reach out before the first touch; a no that is honored. The reps who win here are the ones agencies want to hear from again.

This is a full-cycle, quota-carrying role. You source, you run discovery, you demo the whole platform including accounting, you build the coalition inside the account, you close full commitments, and you hand a complete record to implementation. Post-sale support is not your job. Adding revenue is.

What You'll Do

• Own a named book of agencies.
• Build and maintain a researched list of target agencies, typically 10 to 100+ advisors.
• Run every deal as a multithreaded deal.
• Map the account and engage key stakeholders.
• Sell the whole platform, including the back office.
• Quarterback deals by coordinating the right people.
• Close full commitments with urgency.
• Forecast with precision.
• Hand off cleanly to implementation.
• Feed the loop with feedback on closed-lost reasons and product gaps.

Qualifications

• Consistent quota attainment in full-cycle B2B SaaS.
• 3+ years closing, ideally at least mid-market.
• Experience selling something operational.
• A multithreading track record.
• Discovery depth.
• Pipeline rigor as a habit.
• Judgment in a small market.
• You implement coaching.

Highly Preferred

• Travel industry experience, especially with host agencies or consortia.
• Vertical SaaS with an accounting or commissions component.
• Account-based selling in a defined market.
• Experience running mutual action plans or deal rooms.
• Fluency with AI tools for research and call prep.

How This Role is Measured

• Monthly MRR quota, with accelerators above quota and GMV-based bonuses once quota is met.
• Pipeline coverage against target, built from named accounts.
• Weekly: forecast submitted on time, every open deal complete in HubSpot.
• Deal quality on named accounts: stakeholders engaged, buying roles documented, signer on a call, deal room with agreed dates.
• Full-seat commitments at close.
• Certification on the Tern platform, including accounting, within your first 60 days.

What We Value @ Tern

• We're always leveling up.
• We act with optimistic agency.
• We expect operational excellence.
• We deeply understand our users.
• We embrace the power of and, and not now.
• We speak up and move forward.
• We move fast and sweat the details.
• We take the work seriously, but not ourselves.

Why Join Tern?

• Be part of a mission-driven team transforming the travel planning space.
• Work with a supportive, curious, and creative team.
• Sell a product that agencies run their business on, to buyers who care about the outcome.
• Competitive salary, equity, and benefits package.
• Tern is committed to building a team that represents people from many different backgrounds and life experiences.