[Hiring] Enterprise Account Executive @StartupTAP

Role Description

We’re partnered with Guava, an early-stage voice AI company building infrastructure designed for complex, regulated environments, to hire an Enterprise Account Executive. This person will own new-logo acquisition across Guava’s largest and most strategic accounts, building pipeline from the ground up, navigating complex multi-stakeholder buying processes, and closing business with organizations operating at scale across regulated industries. This is a high-autonomy hunting role for someone who is comfortable selling a technical product to both technical and business stakeholders within the same sales cycle, including CTOs, engineering leaders, CROs, COOs, and operations executives.

• Own outbound prospecting and pipeline generation across strategic enterprise accounts, building your own book of business.
• Identify, engage, and multi-thread key stakeholders across technical, operational, and executive functions.
• Develop and execute strategic account plans across Guava’s core verticals, including healthcare, banking, insurance, BPOs, and tech-native platforms.
• Partner with marketing and SDR resources to convert inbound interest into qualified enterprise opportunities.
• Run full-cycle enterprise sales processes from initial outreach and discovery through negotiation and signed contract.
• Lead discovery, solution positioning, and value-based conversations with both technical and executive stakeholders.
• Partner closely with Solutions Engineering and Forward Deployed Engineering teams throughout technical evaluations and POCs.
• Navigate procurement, legal, security, and compliance reviews common within large regulated organizations.
• Maintain disciplined pipeline management, forecasting, and CRM hygiene.
• Develop deep expertise in Guava’s target industries and the broader voice AI landscape, bringing market feedback directly to product and leadership.
• Represent Guava at industry events, conferences, and executive-level meetings.

Qualifications

• 10+ years of enterprise B2B sales experience with a consistent record of closing net-new logos.
• Experience selling complex technical or infrastructure-oriented products, ideally across API platforms, SaaS, AI/ML, voice technology, or communications.
• Proven success navigating longer, multi-stakeholder sales cycles of 3+ months.
• Experience selling into regulated industries such as healthcare, financial services, or insurance.
• Comfortable selling simultaneously to technical buyers, including CTOs and engineering leaders, and business executives such as CROs, COOs, and VPs of Operations.
• Strong outbound orientation with the ability to independently create pipeline and develop strategic accounts.
• Excellent executive presence and C-suite communication skills.
• Highly organized with strong forecasting discipline and CRM hygiene.
• Comfortable operating with significant autonomy in a fast-moving environment.
• Must be based in the US. This is a full-time, remote position.

Nice to Have

• Direct experience selling into BPOs, healthcare systems, banking or lending organizations, or insurance carriers.
• Familiarity with compliance-driven buying environments involving SOC 2, HITRUST, PCI, or HIPAA.
• Early or growth-stage startup experience helping define or build an enterprise sales motion.
• Experience partnering closely with Solutions Engineering or Forward Deployed Engineering teams.

Benefits

• Join an early-stage AI company tackling voice technology in environments where reliability, security, and compliance are critical.
• Sell a platform backed by years of experience operating voice technology in regulated production environments.
• Enter at a stage where the enterprise sales motion is still being shaped, giving you meaningful influence over how the company goes to market.
• Work closely with a highly technical team that can support complex evaluations, architecture discussions, and customer implementations.
• Maintain a direct line to company leadership and contribute market feedback that can influence product and GTM strategy.
• Join a high-ownership environment where successful early hires can grow alongside the organization.
• Competitive base salary, uncapped commission, and equity.
• OTE range: $300,000-$500,000, based on experience and performance.