Account Executive

Role Overview At Scrums.com, Account Executives (AEs) are responsible for driving net new business growth . You will own the full sales cycle, from qualified lead (SQL) through to closed-won, working directly with prospective clients to uncover their needs, showcase our platform, and close deals that fuel our growth. This role is for a hunter , someone who thrives on finding and winning new opportunities, building trust quickly, and representing Scrums.com as the world’s first Software Engineering Orchestration Platform (SEOP) . Key Responsibilities 1. New Business Generation Own the full sales cycle : discovery, demos, proposals, negotiations, and closing. Proactively prospect and create opportunities through outreach, social selling, and networking. Consistently build and maintain a healthy pipeline of new opportunities. 2. Discovery & Solution Selling Conduct in-depth discovery sessions to understand client needs, goals, and challenges. Align client challenges with Scrums.com’s SEOP solutions (AI Agents, Dedicated Teams, PDaaS, Staff Aug). Deliver impactful demos and presentations that showcase ROI and business value. 3. Deal Management & Accuracy Maintain deal hygiene in HubSpot: pipeline stages, forecasts, notes, and contract details. Work closely with Legal and Finance to ensure compliant contracts and accurate order forms. Accurately forecast monthly and quarterly bookings. 4. Closing & Revenue Targets Consistently achieve or exceed sales targets (monthly/quarterly ARR and new logo acquisition). Drive subscription-based deals with clear ROI for prospects. Navigates complex deal cycles, influencing multiple stakeholders (CTOs, CIOs, Engineering Managers). 5. Internal Collaboration Work with Marketing to align campaigns to target personas. Collaborate with Client Partners for smooth handovers post-close. Provide feedback to Product on market needs and competitive trends. Qualities of a High-Performing AE We expect all AEs in the Grow Stream to embody the same values that drive our high-performing teams: Humble → Respectful, grounded, and eager to mentor others. Relationship-Focused → Build genuine trust that earns long-term loyalty. Strong Social Media Presence → Leverage LinkedIn and thought leadership to generate inbound interest. Clear & Simple Communication → Cut through complexity and speak the client’s language. Audience-Tailored → Adapt tone and detail to resonate with prospects. Engaging & Attentive → Show genuine interest in client needs—no buzzwords, just value. Decisive & Action-Oriented → Move fast, learn from losses, and focus on the next win. Smart Under Pressure → Handle pricing, negotiations, and client objections with calm judgment. Performance Metrics Success for AEs is measured by new business growth : New Logos Closed (monthly/quarterly). New Booked ARR (target attainment %). Pipeline Creation (opportunities generated through self-sourced + BDR partnerships). Deal Accuracy in HubSpot (stage hygiene, notes, forecasts). Sales Cycle Efficiency (time from SQL to close). What We’re Looking For 2–5+ years of SaaS sales experience in a closing role. Proven track record of consistently hitting/exceeding quota . Skilled in consultative and solution-based selling to technical and executive personas . Strong commercial acumen and ability to build ROI-driven business cases. Comfortable navigating complex deals with multiple stakeholders. Growth mindset and hunger to win in a fast-paced, high-performance environment . Compensation & Growth Competitive base salary + uncapped commission structure . Incentives for exceeding quotas (spiffs, bonuses, recognition). Career growth into Enterprise AE, Sales Manager, or International AE roles as Scrums.com scales. Why Join Scrums.com? At Scrums.com, we’re not just selling software services, we’re building the future of Software Engineering Orchestration. You’ll be joining a sports-inspired, performance-driven culture where results are celebrated, and every win is a team win. As an AE, you’ll be on the frontlines of growth, helping top FinTechs, SaaS scaleups, and global enterprises accelerate their software delivery with AI-powered orchestration. #J-18808-Ljbffr