Senior Account Executive, New Business

About this role

As a Senior Account Executive, you’ll play a key role in Ably’s commercial growth. You’ll be responsible for building and converting pipeline across the full sales cycle, from prospecting and discovery to negotiation and close. You’ll contribute directly to revenue growth while helping shape our wider go-to-market strategy as it evolves.

If you’re excited by outbound sales, comfortable with cold outreach, and motivated by the challenge building pipeline from scratch, we’d love to hear from you.

Your ability to connect and engage with technical audiences (developers, architects and engineering leaders) and articulate business value to decision-makers will be critical to your success. Previous experience engaging technical buyers is strongly preferred.

Day to day, you will

• Own the full new business sales cycle. You'll prospect, qualify, develop, and close, with a strong bias toward self-sourced pipeline rather than waiting on inbound.
• Lead with outbound. Cold outreach is core to how you build pipeline, and you'll know how to get the most out of inbound interest when it lands.
• Sell to developers, not just decision makers. You'll build genuine credibility with CTOs and engineering leaders, speaking their language and earning trust with the people who'll actually evaluate the product.
• Run complex, multi-stakeholder deals end to end. You'll take ownership from discovery through technical evaluation, proof of concept, negotiation, and procurement, keeping every stakeholder aligned along the way.
• Qualify well, and qualify early. You'll use MEDDICC to keep your pipeline honest, so anyone looking at it can understand exactly what's needed to move a deal forward.
• Own commercial conversations from the start. You'll introduce pricing and commercial qualification early in the cycle, not treat it as a late-stage negotiation.
• Keep your pipeline accurate as you go. You'll maintain CRM hygiene as part of how you manage deals day to day, not as an afterthought.
• Help define how we sell. In a small, growing team, you'll take ownership of building process and playbooks, rather than just following ones handed to you.

We'd love to talk if you have

• 4+ years of AE experience in a technical, high-growth environment, ideally within developer tooling.
• A consistent track record of hitting or exceeding target, alongside a demonstrated ability to generate your own pipeline.
• Comfort being in the room with a CTO and holding your own in technical and commercial conversations alike.
• Comfort building relationships and credibility across engineering and other teams in a scale up environment.
• A consultative, customer-first approach focused on solving real problems rather than just closing deals.
• Genuine use of AI tools in your day to day workflow, for research, outreach, pipeline management or other tasks.
• Coachability and self awareness, taking feedback well and always looking for ways to improve.

Bonus points if you have

• Experience with consumption-based or usage-based pricing models.
• Experience selling within a founder-led or small (sub-10 person) commercial team, comfortable building process rather than inheriting it.