About This Role You will help us win Enterprise (1,000+ employees) accounts by managing the full sales cycle from pipeline generation through to won. You can expect to own a curated list of excellent fit, high propensity accounts as well as a geographic territory with significant market opportunity. In this role, you'll primarily focus on new logo acquisition via a healthy mix of inbound and outbound, while also covering a small number of customer accounts for expansion and upsell. Role Requirements (Qualifications) You have a multi-year track record of exceeding $1M+ quotas, selling complex SaaS technologies to large organizations. You have closed many $100K+ ARR sales which require consensus building and executive engagement. You have a demonstrated ability to win highly competitive opportunities by identifying pain and business impacts and connecting those to strategic initiatives of the leadership team. You are a hunter at heart and are comfortable self-sourcing a majority of your own pipeline. You have a growth mindset and are excited to tackle the challenges of a high growth startup. You Could Be a Great Fit If You demonstrate mastery of clear communication. You ask questions with precision and can explain complex concepts in simple terms. You eschew business jargon. You skillfully guide prospects through their entire buying process—engaging the right stakeholders at the right time to create consensus for a strategic technology decision. You become both a product and industry expert. You create ‘Ah ha!’ moments in collaboration with your Solutions Engineer to build momentum and solve customer specific challenges. Your peers describe you as detail oriented. You send timely and crisp follow-up emails. You take pride in internal operations, like real-time CRM updates. You have strong business acumen. You help customers connect the dots between technical problems and their business impact. You craft compelling cases for change. You are excited to land the biggest deals we've ever done. You are diligent and gritty and have demonstrated perseverance to win long, competitive sales cycles. You are a creative problem solver and comfortable with some healthy ambiguity. You will help us refine our Enterprise go-to-market motion to maximize the segment's results over time. You are willing to travel for company events, customer meet ups and on sites. You May Not Be a Great Fit If You dislike prospecting. Enterprise reps at Ashby are responsible for sourcing half or more of their pipeline to complement our robust inbound lead flow. You prefer to leave demos "to the experts." While you can expect Solutions Engineering support, our most successful AEs are those with strong curiosity and deep product acumen. You are more of a relationship builder who focuses on selling into the install base. This is primarily a new business oriented role. You are a lone wolf. You prefer to go it alone in your pursuit of new business. We believe in a team-selling sales model. Bonus Familiarity with Talent Acquisition and HR tools and workflows. A network that includes Heads of Talent you can tap into. Benefits Sell a product that our customers are truly excited about. Fairly set, achievable quotas. Typically, greater than 65% of AEs are at or above quota. Unlimited PTO with four weeks recommended per year. Generous equipment, software, and office furniture budget. Get what you need to be happy and productive. 10-year exercise window for stock options. You shouldn’t feel pressure to purchase stock options if you leave Ashby – do it when you feel financially comfortable. $100/month education budget with more expensive items, like conferences, covered with manager approval. If you’re in the US, top‑notch health insurance for you and your dependents with 100% of all premiums covered by us, Flexible Spending Accounts and 401K match. We provide Equal Employment Opportunities (EEO) and welcome a diverse and inclusive workforce. We are committed to hiring from all backgrounds. Compensation Range: $270K - $315K #J-18808-Ljbffr