[Remote] Account Executive - SMB

Note: The job is a remote job and is open to candidates in USA. Posit PBC is a Public Benefit Corporation that builds open-source software for data science and technical communication. They are seeking an Account Executive to manage the full sales cycle, generate pipelines, and close new business while serving as a trusted advisor to data science and analytics leaders.

Responsibilities

• Own the full sales cycle—prospecting through close—across SMB, Mid-Market, and Commercial accounts
• Build and execute outbound prospecting plays targeting key accounts, buying personas (data scientists, analytics leaders, platform/IT), and high-intent expansion opportunities
• Monitor Qualified’s lead queue and buying signals in real time so the right prospects get a fast, well-informed response
• Run consultative discovery to understand each team’s workflow, governance constraints, technical environment, and what 'good' looks like for them in 12 months
• Deliver tailored demonstrations that connect Posit Workbench, Posit Connect, and Posit Package Manager to concrete customer use cases
• Develop account strategies, map buying committees, and build executive relationships that move complex, multi-stakeholder cycles forward
• Lead proposals, commercial negotiation, procurement, and legal—closing business cleanly and on terms both sides can live with
• Keep a healthy pipeline with disciplined opportunity management, honest forecasting, and consistent Salesforce hygiene
• Provide reliable weekly forecasts, commit/upside calls, and pipeline insights to sales leadership
• Consistently hit and exceed monthly, quarterly, and annual revenue targets
• Partner closely with Qualified to convert high-intent inbound opportunities and get the most out of every AI-generated handoff
• Co-sell with our ecosystem partners—Databricks, Snowflake, AWS, Microsoft, and Google—to meet customers where they already work and accelerate time-to-value
• Use structured qualification (MEDDIC, MEDDPICC, or similar) in collaboration with sales leadership to validate opportunity quality, stakeholder alignment, business impact, and purchasing timelines
• Work across Solutions Engineering, Customer Success, Marketing, Product, and Leadership to deliver one continuous customer experience
• Bring customer signal back inside the company—what’s landing, what isn’t, what we’re missing—to sharpen messaging, qualification, and our go-to-market motion

Skills

• 2+ years of full-cycle SaaS sales experience with a clear track record of exceeding quota in Commercial segments
• Demonstrated success running both inbound and outbound motions, including self-generated pipeline
• Experience selling complex software to a mix of technical and business stakeholders
• Strong consultative selling skills: you can uncover the real problem, build a credible business case, and guide a buying committee to a decision
• Fluency with a qualification framework such as MEDDIC, MEDDPICC, Challenger, or similar
• Sharp verbal, written, and presentation skills—comfortable with individual contributors and with executive decision-makers
• Disciplined forecasting and CRM craft, including Salesforce, Gong, and modern sales engagement platforms
• Highly organized and self-motivated, with the temperament to thrive in a fast-paced, remote-first environment
• Experience using AI-powered sales tools and automation to lift productivity and conversion
• Genuine curiosity for data science, analytics, developer tooling, and how engineering teams adopt new infrastructure
• Experience selling data, analytics, developer, infrastructure, or technical platform products
• Prior experience with Qualified, Drift, or other AI-powered conversational sales platforms
• Familiarity with open-source data science tools—R, Python, Quarto, Shiny, the tidyverse—or comfort getting up to speed quickly
• Experience selling to technical buyers: data scientists, analysts, engineers, architects, and IT/platform leaders
• Experience inside product-led growth motions and driving free-to-paid conversion
• Track record of mentoring newer reps or contributing to sales process and playbook improvements

Benefits

• 100% of medical, dental, and vision insurance premiums are covered for employees and their families! Fertility and gender-affirming healthcare is included in all of our plans.
• Supplemental mental health and wellness benefits are available via Ginger even if you don’t opt in to our insurance plans, including Ginger for teen family members.
• Posit's gender-neutral paid parental leave policy covers all new parents, including foster and adoptive parents.
• All full-time employees are eligible for 401k enrollment starting on day one.
• After six months of employment, Posit provides a substantial yearly match to employee 401K contributions.
• An annual profit-sharing bonus for employees recognizes our team’s contributions to company performance across the year.
• We are a 100% distributed team. You are also welcome to come into our Boston office.
• We offer a $400 monthly reimbursement for coworking space rental if you prefer to work away from home.
• Our Lifestyle Savings Account offers an initial deposit of $1800 and then an additional quarterly stipend of $375 to cover the costs of professional development, wellness, financial health, charitable giving, and remote work support.
• We provide a flexible environment with a generous vacation policy that encourages a minimum of four weeks PTO per year plus 15 paid company holidays.

Company Overview