Senior Account Executive

BrightHire is a category-creating, Series B software company with a mission to give everyone the hiring experience they deserve.

We deliver on this mission by transforming the way many of the world’s leading companies build exceptional teams. We created the Interview Intelligence category, and our clients include some of the world’s most innovative companies—from Canva and Zapier to Rippling—as well as members of the Fortune 100.

About the Role

As a Senior Account Executive you'll execute a full SaaS sales cycle, from pipeline generation through to closing. As we build a new category in the HR tech space, you'll pursue a greenfield territory with unlimited upside potential. You'll need be an expert in Talent Acquisition, establishing yourself as a peer and consultant to your prospects. This is not a rinse-and-repeat role: you'll be expected to help shape our go-to-market narrative, iterate on our sales process, and find your own path to success. And while you'll take individual ownership for delivering results, you will win by collaborating closely with the entire team - from the founders, to marketing, product, and post-sales success.

Responsibilities

• Execute the full sales cycle, skillfully managing negotiations to close deals with new clients. Overcome objections and ensure a seamless handoff to the customer success team for a smooth transition.
• Identify and target potential clients within the HR tech space, engaging with prospects through strategic outreach and social selling. Establish a personal brand within our target market; and build deep relationships with heads of Talent Acquisition at mid-market and enterprise-level prospects. Adopt a disciplined daily approach to build and maintain a robust pipeline, ensuring sufficient coverage. Utilize tools like Sales Navigator, Salesloft, and AI to optimize and scale prospecting efforts.
• Conduct deep discovery that goes beyond surface-level pain to tie BrightHire to CFO-level priorities. Build presentations, product demos, and supporting materials that enable champions at our prospects to sell BrightHire's value to their internal stakeholders.
• Qualify leads and advance sales opportunities by applying a disciplined sale process (we use MEDDPICC). Nurture prospect client relationships to constantly build pipeline. Relentlessly move deals forward with multithreading across accounts to build multiple avenues to power and budget. Navigate procurement, legal, and security reviews while controlling every controllable, and close confidently and consistently.
• Develop accurate monthly and quarterly sales forecasts, and monitor open deals to refine these forecasts weekly. Use sound judgment to assess deal momentum, close dates, and deal amounts.

Requirements and skills

• 3+ years in SaaS sales with a track record of top decile success
• Expertise in Talent Acquisition or HR tech sales
• Proficiency with sales tools like Sales Navigator and Salesloft
• Ability to execute a full SaaS sales cycle
• Experience in pipeline generation and closing sales
• Fluency in Talent Acquisition
• Adept at iterating on sales processes
• Experience with strategic outreach and social selling
• Ability to apply a disciplined sales process
• Skill in navigating procurement, legal, and security reviews
• Competence in managing negotiations to close deals
• Track record of exceeding targets in a startup environment
• Evidence of creative multithreading and strategic account development

Equal Employment Opportunity (EEO) Statement

Our company does not discriminate in employment on the basis of race, color, religion, sex (including pregnancy and gender identity), national origin, political affiliation, sexual orientation, marital status, disability, genetic information, age, membership in an employee organization, retaliation, parental status, military service, or other non-merit factor.