Account Executive – Mid-Market

Who you are

• You sell with curiosity, not scripts: You’re great at discovery and you genuinely want to understand how a business works before you pitch.
• You’re comfortable selling “mission-critical”: Pricing, quoting, billing, and revenue workflows touch money and trust. You can handle detail, risk, and scrutiny without getting flustered.
• You’re a builder: Early-stage means there isn’t a perfect playbook. You help create it: messaging, ICP, talk tracks, objection handling, and process.
• You’re relentlessly pragmatic: You focus on what moves deals forward. You know when to go deep and when to simplify.
• You can multi-thread like it’s your job (because it is): You’re confident working across Finance/RevOps, Sales Ops, Engineering, Security, and Procurement.
• You’re crisp and direct: You communicate clearly in writing and live calls, and you keep momentum with tight follow-ups.
• You’re efficiency-obsessed: You run a clean pipeline, keep notes tight, automate the boring parts, and protect time for selling.
• You use AI as leverage: You use AI tools to accelerate account research, personalization, call summaries, follow-ups, proposal drafts, and forecasting—while keeping judgment and authenticity in the loop.
• You have enterprise sales reps under your belt: You’ve closed complex >$100k B2B deals (long cycles, multiple stakeholders, procurement/security steps) and can show wins.

What the job involves

• Own enterprise deals end-to-end (the fun kind): From “is this a real problem?” → discovery → demo → business case → security/procurement → close. If a deal stalls, you find the why and unblock it.
• Run great discovery: Map the current quote-to-revenue workflow, identify pain, quantify impact (time, errors, leakage), and align on success criteria.
• Drive a tight sales process: Build mutual plans, set next steps, maintain urgency, and manage stakeholders across technical and business teams.
• Position Alguna clearly: Tell a simple, compelling story about how we unify pricing, quoting, and billing so teams move faster without breaking revenue ops.
• Partner closely with founders + GTM: Collaborate on strategy, account selection, messaging, and iterative improvements to the sales motion.
• Work cross-functionally: Pull in product/engineering/customer success when needed, and translate customer feedback into actionable product input.
• Build repeatability: Turn what works into templates, sequences, talk tracks, battlecards, and a scalable pipeline motion.
• Operate with data: Keep pipeline accurate, forecast honestly, and use insights to improve win rate and cycle time.

What success looks like

• You consistently create and close high-quality opportunities in our ICP
• Deals move with clear next steps and minimal “waiting around”
• Stakeholders trust you because you’re precise, responsive, and outcome-driven
• Patterns you learn from customers turn into better messaging, better process, and a better product

Nice-to-haves

• Experience selling to Finance/RevOps/Sales Ops and technical stakeholders
• Fintech / billing / payments / pricing domain familiarity
• Startup experience (you’ve built pipeline without a huge brand behind you)

Interview Process

• An initial 30-minute intro call with one of the founders
• A 60-minute call with the founder you are going to work the closest to go through your experience and (when applicable, a case study)
• A 30-minute call with two team members who you would be collaborating the closest with
• A final 45-minute values interview with another founder
• Assuming we are a mutual match, we’ll conduct reference checks to confirm what we learned about you throughout the interview process. Typically, we’d ask for a couple of managers or peers that you collaborated with in the recent past