Competencies

There isn't a checklist or number of years of experience that guarantees success. We look for people who are humble, driven, and above all, can perform. You are someone who reflects our values to be Caring and Genuine, as well as Impactful and Fearless.

This is a Founding AE role for a new product line — meaning you won't be inheriting a playbook. You'll be writing it. We're looking for someone who has thrived in early-stage environments and is energized by the challenge of building something from the ground up.

More specifically, the people who do this well bring:

• Sales process expertise: you successfully carry revenue responsibility and can craft memorable sales processes tailored to SaaS VP and C-level executives

• Curiosity: you're speaking with a FinTech company and quickly figure out that the VP of PS wants to increase producitivy, and his delivery managers need to automate a bunch of tedious tasks

• Business acumen: you're tech-savvy and a quick learner. You can figure out people's biggest commercial challenges and set them on their way to long-term success

• Builder mentality: you thrive in uncharted territory. You take initiative, create your own playbooks, and figure out how to get traction

• High performance: you consistently exceed revenue targets. You're motivated by growth and impact, and you're always looking for a tougher challenge

Before joining Planhat our current Account Executives had experience such as:

• Proven track records in selling powerful B2B SaaS products, usually at scrappy startups, often starting out as BDR/SDR and progressing quickly to AE

• Running an effective sales cycle, defining and owning it, from prospecting to closing with VP and C-level executives

• Revenue responsibility in sales or customer success, exceeding targets and overperforming at fast-growing software companies

• A strong academic and/or competitive sports background, since this role takes a blend of grit, determination, and commercial acumen

Trajectory

We define and drive Planhat's GTM strategy and sales process. We excel at identifying our buyers' objectives regardless of their role, seniority level, company size, or industry. This means we power the growth not only of Planhat, but of software businesses across our key markets:

• Tailoring our approach for every person, even when leaders at the same company have unique goals and pain points

• Leading strategic discussions with the C-suite, diving deep into the product, and ironing out the nitty-gritty details

• Listening and building trust, understanding what success looks like, handling objections, creating the right onboarding plan, and steering the path to a signed contract

Definition of Success

• You own a revenue target and exceed it quarter over quarter

• You have a strong pipeline, built through both inbound and self-sourced opportunities, and you own the full sales cycle end to end

• You are consistently seen as a trusted advisor by your prospects and customers, not just a salesperson

• You are growing into more senior commercial responsibilities within the team

• You are the architect of the culture and playbook for this product line, setting the standard for what great looks like at Planhat