What it means to be an Account Executive at Vellum
Joining Vellum this early means that you’re going to play a huge part in guiding both the business and cultural evolution of the company. Together, we’re going to face the hardest sales challenges this journey has to offer and build the sales function from the ground-up. As the team grows, you’ll be the battle hardened expert that everyone looks towards for guidance.
With great power comes great responsibility 🙂
What you’re signing up for

• Owning our sales process from qualifying new prospects, to managing deals to closure
• Our sales cycles run 15-45 days and you’d need to run multi-threaded conversations with executives, engineers and business audiences
• You’d also coordinate discussions with legal/procurement/security as part of the sales process
• Building your own pipeline to supplement inbound
• You’d experiment with outbound tactics like email, social selling (LinkedIn/Twitter etc.), ABM, events etc. to build more pipeline and help us grow faster
• Your own pipeline is expected to be 20-30% of your monthly quota
• Partnering with the CEO to standardize sales processes
• We would figure out together how to streamline discovery, demo, objection handling
• We’d negotiate favorable pricing and business terms with our customers by selling business outcomes and quantifiable value. We’re continuously experimenting with ways to drive up ACV
• Collaborating closely with the rest of the company
• Marketing: Close partnership to determine which channels are working and how to get more inbound leads
• Product & Engineering: Serve as voice of customer and share what prospects are looking for to inform the roadmap
• Serving as a cultural pillar of the team

Who we’re looking for

• You’ve had minimum 3 years of quota carrying experience at a B2B startup. You should have also met or exceeded your quota consistently
• You have prior experience selling 5 & 6 figure ACV contracts
• You’ve worked at an early stage startup
• You’ve sold a highly technical product to engineering teams. After ramping up in the new role, you should be able to articulate technical concepts in a simple, precise language to both our technical & non-technical buyers. Our buyers include ML engineers, data scientists & data engineers
• Bonus: you’re already familiar with Gen AI / LLM space
• You’re excited to roll up your sleeves to build the sales function from the ground-up