Senior Account Executive

About the role:

Our customers describe Parabola as giving them dignity, making them feel powerful, their work more fulfilling and the tool that increases their capacity and force multiplies their impact . To help us bring Parabola to as many brands as possible, we're looking to grow our sales team.

The right person for this role wants to help us build the go-to-market playbook to support Parabola's ambitions. You feel connected to our mission to empower operators closest to the problems and with the most relevant knowledge and want to be a part of changing the way people work in the world of automation and AI.

You'll be working closely with our Head of Sales & Customer Experience and the rest of our GTM org in building the foundation of our sales organization. You will be a significant driver of revenue growth, evangelizing Parabola to businesses who can benefit immensely from adopting our platform.

The ideal candidate is curious, loves going deep on product, and wants to be in a position to actually solve customer problems with AI that works today. They are thoughtful, organized, gritty and are comfortable engaging both technical and non-technical stakeholders in growing Mid-Market and Enterprise organizations.

What you'll be doing:

• Evangelize Parabola. You get to open peoples eyes to the fact that they can automate and improve processes that they had counted out, especially without an IT team or engineering skillset. The processes that require a ton of different data sources - many unstructured (think email & PDF) - that change often, happen with a high level of frequency, and require human logic.

  • PS…It’s pretty awesome to experience someone’s AH-HA moment on that first call. You see eyes light up and the wheels spin with all of the possibilities. From there we get to work identifying use cases that are hair on fire problems that impact the most important metrics in the business - things like revenue, cost, growth and risk.

• You’ll source and close new business to consistently meet or exceed quarterly sales quotas.

• Lead discovery calls with prospective customers, helping them identify meaningful initial use cases for Parabola.

• Lead demos and manage risk free 30-day proof of concepts for leading retail, freight and other operationally complex businesses looking to deploy Parabola across their company.

• Share learnings from customer conversations with product, engineering, and design teams.

• This is not a typical enterprise sale. Our customers typically have a 2-5 calls with us in weeks and engage in a 1 year contract with a 30 day opt out that we call a proof of concept. They are seeing real, unique use cases within their company LIVE in Parabola and adding value to their business within that 30 day period with our Launch Team. It’s wild and awesome!

  • Because our product is insanely horizontal, the first team we work with is just the tip of the iceberg. You’ll understand what is upstream and downstream of the team you are already working with, help them collaborate better with their teammates and identify processes that would give them massive leverage as well!

• You’ll partner with team members at varying levels in a customer organization and adapt your approach accordingly - from individual operators to CTO, CFO and COO.

• You build unparalleled champions within the organizations you work with - people that do not just support the initial land but are an evangelist within their organization and the market.

• You’re a magnet for positive cross-functional feedback. Your Solution Engineer, Launch Manager, Product and exec sponsors are here to support you in your pursuit of growing the upper MM and ENT market and in return feel informed and effectively prepared going into any customer engagement.

• You are a positive example for your peers and are looking for a role where you can crush it as an individual and be a part of building a team that values pouring into each others success as well.

• Be a key contributor to building out an upper MM and ENT playbook that supports the current team and is the foundation for GTM team growth.

What we think you'll need to do it:

• 5+ years of experience working as an Account Executive, ideally in a fast-growing startup or larger tech company. More important than years of experience, you are a fast learner and excel in environments with ambiguous, challenging problems. We're happy to tailor scope, compensation, and title on experience!

• Sales excellence is in your blood. You can demonstrate that you have an operating rhythm that puts your customers at the center, delivers consistent results and keeps your teammates informed.

• Experience running the full sales cycle, from prospecting, through POCs, commercials and initial expansion.

• You have sold to companies around 500-5000 full time employees and can demonstrate a track record of velocity in initial landing deals and strategically expanding into other areas of the business.

• Horizontal product experience is a plus and demonstrating the ability to tailor a value proposition to different personas is critical.

• Strong written and verbal communication skills and can build trust and rapport with others quickly.

• Experience learning new tools, processes, industries/verticals and building things from scratch.

• You're based in New York and comfortable commuting to the office 3-4x a week.

• A growth mindset. You are constantly looking for ways to grow and learn and you'll bring that excitement about growth to the company.

• Product pro. You strive to be an expert in your product and pride yourself in going deeper than most to understand customer pain points and use cases.

• Pride in your craft. You are organized and thoughtful and have a strong work ethic. You care about your work.

• You are you. You are unique. You bring something great and uniquely awesome to the team. You are proud of who you are and you care about fostering an environment that is inclusive, caring, fulfilling and fun.

OTE Range: $200,000 - $240,000

This OTE range represents the minimum and maximum for this role based in San Francisco or New York City. The OTE given for this position is dependent on multiple factors, including years of experience, interview performance and anticipated responsibilities of the role. Our OTE is one component of Parabola’s competitive total package, which also includes equity and premium health and wellness benefits.