Account Executive

ACCOUNT EXECUTIVE The title says Account Executive. The job, as one of our AEs puts it, is closer to a mini-GM: you own a book of business, set your own commercials, and lead a cross-functional team to get deals closed and customers live. Hear Freddie - one of our top Sellers - talk about selling at Heron here https://www.linkedin.com/posts/heron-data_sales-hiring-careers-activity-7474828814452457472-OlZC/. THE OPPORTUNITY - Huge untapped revenue potential: Heron is growing quickly and sales is still catching up to the potential of our product. We serve over 190 customers but that is still a tiny share of the market. You'll take real territory from day one and share in our growth via uncapped commission and equity. - Run your own book like a mini-GM: you'll own a book of accounts. We have playbooks for what works, but pricing and deal structure are yours to negotiate. Our deals move fast - you are typically selling to C-level; if you get a kick out of quick negotiations, you'll get the adrenaline without being the stereotypical 'pushy salesperson'. - The seat with the upside: as AI eats more software, distribution matters more, not less - and sales, done well, is usually the highest-paid job at any company. If you've been in a post-sales or deployment seat doing most of the stakeholder and technical work while someone else took home the commission, you already know how deals actually get done. Here, the upside is yours. - A team of outliers, not a sales mill: sales at Heron started with one of our founders (Jamie) personally closing dozens of customers. The sellers we've hired since came from strategy consulting, deployment, Product, and other non-traditional sales roles. They learned alternative finance fast and now close our largest deals. We're not hiring for a rolodex. And if you're weighing a career change into sales: make it here. You'll be working with people who made the same jump, the only part we can't supply is that you want to do it. - Personal growth opportunities: sales is the fastest route up at most companies. Depending on your ambitions, this role could develop into closing very large and complex deals, sales leadership, or owning go-to-market for one of our newer markets. And if you want to start your own company one day, running deals with product and engineering at your back is - we think - the best way to learn how to do it. - An environment where you can do your best work: we promote an outcome-focused, low-bureaucracy work environment with an emphasis on impact. We're ~60 people across New York and London, still lean, scrappy and committed to our customers. The ideal candidate will value and thrive in this type of environment. Note: this is a sales role, so if you're applying, don't just send us your CV. Get creative and sell us on you! WHAT YOU'LL DO - Full sales cycle: as an Account Executive, you will handle the full sales cycle, including prospecting for and qualifying leads, and moving those leads through to close. You'll use a mix of high-volume outbound and more specific, account-based techniques. - Direct a cross-functional deal team: when you're working a large deal at Heron, you're effectively directing product, engineering and deployment around your customer. You'll interact with many prospects every day, build deep relationships with customers as they become users, and have a front-row seat and real input into what we build next. - Be present with our customers: working out of our New York office in Hudson Square, you'll be traveling regularly across the US to conferences, industry events and customer sites to ensure we are top of mind for decision makers in our customers. Our top sellers spend around 5 days a month in person with customers. WHAT WE'RE LOOKING FOR We care more about slope than resume keywords. Our ideal hire will have: - A track record of excellence in a competitive, client-facing field: that might be 3+ years of B2B sales with strong quota attainment. It might equally be to…