About this position Klarity (Y Combinator S18) automates Revenue Recognition and Billing contract review for enterprise. Our customers include companies like Salesforce, Coupa, Zscaler and Segment who use Klarity to save time and cost and increase compliance. Klarity was founded out of Harvard/MIT and launched with the goal of automating review of the world's documents.
We’ve been selling our Revenue Recognition and Billing contract review product for a little over 6 months and have built a tremendous pipeline with well known private and publicly traded companies. We’ve doubled our ARR over the last 3 months and are looking for our first Account Executive to help us build our Go-to-market as employee #13!
You will work directly with the CEO/Co-founder and the Director of Business Development to acquire new customers, get the market talking about Klarity and build a repeatable sales motion. We’re helping businesses solve complex document review flows experienced by every enterprise. Location: San Francisco Job Type: Full-time Experience: 2-5 years
What you will achieve:
In your first 30 days: ● You'll work closely with the CEO and Director of BizDev to get up to speed on our customers, sales process and tools ● You'll shadow calls (pitches/demos) ● By the end of your first month, you'll comprehend what we sell, how we sell and the tools we use. ● You'll have built out a light plan around your territory and how you're going to get after it
In your first 60 days: ● You'll immerse yourself in deals (responding to inbounds, proactively identifying opportunities, and leading conversations with prospective customers) ● You'll provide your Manager/sales team with weekly sales reports + revenue updates (ex, highlighting wins and losses, revenue attainment) ● You'll be actively on the hunt for new opportunities through your own outbound motion, by working on a strategy to build a repeatable motion
By 90 days: ● You'll be running your pipeline with the assistance of the CEO and Director of BizDev and aligned Sales Engineer, proactively identifying opportunities, responding to inbound leads, and helping the team better position themselves and the product to prospective customers ● You'll be able to provide the organization with ongoing, in-depth analysis of relevant metrics and product needs ● You'll forecast and quantify our gaps, risks, and opportunities to help our Marketing, Product and Sales approach ● You'll recommend operational changes that can drive increased revenue performance/attainment ● You'll have hopefully sourced and closed at least one revenue opportunity as well as others that you’ve inherited from the active pipeline.
Who you are: ● We're looking for an Account Executive with experience selling into larger Enterprises (our customer sweet spot is 500-10k employee companies). ● You should have a passion for Artificial Intelligence / Natural Language Processing and helping companies think about automation of legacy processes. ● You're fearless to start conversations, a captive storyteller, aren't afraid to ask hard questions, and can juggle many opportunities while always looking for new ones. ● You know how to gather/deliver feedback on market needs and product dependencies to further drive revenue growth. ● You're comfortable carrying a quota and operating in collaboration with others, while taking extreme accountability for your results. ● This role requires authenticity, scrappiness at times, and an ability to coach prospective C-level buyers through a very closely managed journey. ● Several years of Enterprise SaaS selling experience (both Direct and through the Channel) is a requirement, and industry knowledge is a plus.
Compensation and equity:
We offer generous equity packages and competitive salaries (base + commission).
Equal opportunity employment: We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status or disability status.
Seniority Level: Associate
Industry: ● Information Technology & Services ● Computer Software ● Internet