Account Executive (Lead)

Who we are

LightSource is the next-generation operating system for Procurement. We build SaaS software for procurement managers – folks at companies that are responsible for managing suppliers and vendors.

Sales has Salesforce, HR has Workday and now finally procurement has LightSource.

We build something similar to a CRM, but instead of helping sales professionals find customers, we help procurement managers find vendors, manage negotiations, and buy intelligently.

Our team is small but growing quickly! We're (exceedingly) well-funded by top tier investors, and we're are punching well above our weight-class in terms of enterprise logos… despite having no sales professionals on our team to date.

About you

• You’re a driven, autonomous, and hungry sales professional. You've seen some of the best (and worst) practices at world-class sales organizations but now you're excited to be the first sales hire at a game-changing startup.

• You're looking for a challenge! You want a role that will test your abilities and allow you to show your full impact potential.

• You are your own SDR. You are excited to build a pipeline, use modern tools at scale, develop new processes, and engage the creative-sides of your brain to build interest in our business and drive sales.

• You're organized and adaptable, able to easily pickup and use cutting edge sales tools

• You're an innovator. Where others might hire 10 AEs with SDRs, you look to technology and to cut through the rote tasks.

Role and Responsibilities

This role requires a high level of proficiency in executive presence, business acumen, prospecting, and solving customer problems. All of this will show up as you find new groups of potential LightSource users and get them onboard. Your ability to drive a strategic partnership is what makes you a top-performing sales rep - ensuring LightSource is aligned to each customer’s unique business needs in such a way that they continue to renew. Those who challenge conventional wisdom & never settle for the status quo are strongly encouraged to apply! As a part of LightSource’s sales team, you will become a master of discovery & a strategic business partner for current customers. You will play a huge role in our company growth journey, while navigating your own individual growth journey as well.

Specifically:

• Hunt and close expansion opportunities outside of current customer base
• Develop a proactive and effective sales motion
• Demonstrate an ability to multithread and access C-level executives
• Manage a book of business with 100+ accounts.
• Clearly articulate and demonstrate our value proposition, creating excitement and enthusiasm among prospects.
• Develop and leverage client relationships to expand the usage of LightSource within new teams and departments.
• Work cross-functionally with our world-class customer success team to create raving fans.

Qualifications:

• 3-5+ years of closing experience
• Experience up-selling, cross-selling and/or hunting net new business
• Previous SaaS or enterprise software sales experience
• Excellent verbal and written communication skills
• Expert in (or excited to learn) new tools across CRM, messaging automation, lead finding, and more…
• Comfort selling Mid-Market and SMB customers (in addition to enterprise) where the ACV is smaller, but sales cycles are faster

You’ve got the goods:

• An absolute star sales professional who is consistently in the top 10% of quota achievers in past roles.
• Passionate about creating raving fans among your client base.
• A prospecting master capable of multi-threading and creating their own marketing funnel to drive new expansion opportunities.
• Adaptable to a highly changing environment.
• Creative, resourceful, detail-oriented, and well-organized.
• Passionate about self development and no sugar feedback.
• Skilled in working with a cross functional account team.
• Someone who flourishes when given responsibility and a sense of ownership.

Comp & Benefits

• Top-of-market base compensation with uncapped commission and meaningful equity
• Platinum level healthcare, 100% covered for employees
• Dental and Vision, 100% covered for employees
• 401(k) program
• Unlimited vacation and sick days
• Free food, 3 meals a day (if desired) in our office locations
• Insane team offsites, events, dinners, and weekend trips

The Team

We're a driven team, who've helped build some incredible companies like (Tesla, Waymo, McKinsey, and Google X). And now we're tackling a massive space with lots of thorny problems.

Reach out, and we'll chat for 15 minutes. And I promise you'll be hooked.

Our team is small, but our ambitions are big. So we only hire the absolute best and try to learn every day while having a lot of fun.

Bonus Points

• Located in (or willing to relocate to) San Francisco, Boulder / Denver, or Seattle. Not strictly required though.
• You can code in Rust (jk ;)