[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.ResponsibilitiesOwn the full sales cycle—prospecting through close—across SMB, Mid-Market, and Commercial accountsBuild and execute outbound prospecting plays targeting key accounts, buying personas (data scientists, analytics leaders, platform/IT), and high-intent expansion opportunitiesMonitor Qualified’s lead queue and buying signals in real time so the right prospects get a fast, well-informed responseRun consultative discovery to understand each team’s workflow, governance constraints, technical environment, and what 'good' looks like for them in 12 monthsDeliver tailored demonstrations that connect Posit Workbench, Posit Connect, and Posit Package Manager to concrete customer use casesDevelop account strategies, map buying committees, and build executive relationships that move complex, multi-stakeholder cycles forwardLead proposals, commercial negotiation, procurement, and legal—closing business cleanly and on terms both sides can live withKeep a healthy pipeline with disciplined opportunity management, honest forecasting, and consistent Salesforce hygieneProvide reliable weekly forecasts, commit/upside calls, and pipeline insights to sales leadershipConsistently hit and exceed monthly, quarterly, and annual revenue targetsPartner closely with Qualified to convert high-intent inbound opportunities and get the most out of every AI-generated handoffCo-sell with our ecosystem partners—Databricks, Snowflake, AWS, Microsoft, and Google—to meet customers where they already work and accelerate time-to-valueUse structured qualification (MEDDIC, MEDDPICC, or similar) in collaboration with sales leadership to validate opportunity quality, stakeholder alignment, business impact, and purchasing timelinesWork across Solutions Engineering, Customer Success, Marketing, Product, and Leadership to deliver one continuous customer experienceBring 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 motionSkills2+ years of full-cycle SaaS sales experience with a clear track record of exceeding quota in Commercial segmentsDemonstrated success running both inbound and outbound motions, including self-generated pipelineExperience selling complex software to a mix of technical and business stakeholdersStrong consultative selling skills: you can uncover the real problem, build a credible business case, and guide a buying committee to a decisionFluency with a qualification framework such as MEDDIC, MEDDPICC, Challenger, or similarSharp verbal, written, and presentation skills—comfortable with individual contributors and with executive decision-makersDisciplined forecasting and CRM craft, including Salesforce, Gong, and modern sales engagement platformsHighly organized and self-motivated, with the temperament to thrive in a fast-paced, remote-first environmentExperience using AI-powered sales tools and automation to lift productivity and conversionGenuine curiosity for data science, analytics, developer tooling, and how engineering teams adopt new infrastructureExperience selling data, analytics, developer, infrastructure, or technical platform productsPrior experience with Qualified, Drift, or other AI-powered conversational sales platformsFamiliarity with open-source data science tools—R, Python, Quarto, Shiny, the tidyverse—or comfort getting up to speed quicklyExperience selling to technical buyers: data scientists, analysts, engineers, architects, and IT/platform leadersExperience inside product-led growth motions and driving free-to-paid conversionTrack record of mentoring newer reps or contributing to sales process and playbook improvementsBenefits100% 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 OverviewThe open-source data science company for the individual, team and enterprise. It was founded in 2009, and is headquartered in Boston, Massachusetts, USA, with a workforce of 201-500 employees. Its website is https://posit.co.