Senior Account Executive

Tofu is an early stage generative AI startup located in the SF Bay Area (San Mateo is our HQ) building a platform for B2B marketing teams to personalize content at scale and ship campaigns 8x faster. We have dozens of mid-market and enterprise customers and are growing very quickly. Our founders come from companies like Meta, Google, Twitter and Slack and have deep expertise both in the technical domain (AI/ML/NLP) and the business domain (B2B marketing), so we deeply understand the pain-points of our customers and understand how to apply technology to build a scalable product users love. We are backed by some of the top VCs and are well capitalized. 

The majority of our team is based in the SF Bay Area but for this role we are location agnostic.

Tofu is looking for an experienced Account Executive to join our sales team and help build and expand our mid-market and enterprise sales motion. You’ll play a pivotal role in driving our growth within new accounts, helping us navigate both short and more complex sales cycles, and shaping our go-to-market strategy.

This is a high-impact, high-visibility role offering significant ownership and autonomy. You’ll collaborate cross-functionally with our product, marketing, and leadership teams, working closely with founders to refine pricing, packaging, and sales processes. This role is ideal for someone who thrives in a fast-paced, innovative environment and is eager to work at the forefront of generative AI.

• Sales Motion Development: Refine and iterate on our current sales process to optimize for scalability, repeatability, and predictable deal cycles.
• Deal Management: Manage, multi-stakeholder sales cycles from initial engagement through negotiation, close, and onboarding.
• Strategic Collaboration: Partner with founders and cross-functional teams to influence pricing, packaging, and go-to-market strategies.
• Outbound Excellence: Build and execute outbound prospecting motions leveraging Tofu’s platform to generate pipeline within accounts.
• Pipeline Management: Work through a mix of inbound leads and self-sourced opportunities, prioritizing those that fit our ideal customer profile (ICP).
• Customer Success Alignment: Collaborate with the Customer Success team to ensure smooth handoffs and long-term customer satisfaction, with a focus on converting pilots into multi-year contracts.
• Value Articulation: Clearly articulate Tofu’s value proposition, deliver compelling product demos, and inspire excitement among prospects.
• Data-Driven Decision Making: Analyze sales data to identify trends, refine strategies, and contribute to revenue growth.

• Experience: 3 years of Account Executive experience, with a proven track record of hitting or exceeding quota and navigating multi-stakeholder sales cycles.
• SaaS Expertise: Demonstrated success selling B2B SaaS with the ability to access and build relationships at the C-suite level.
• Marketing/Sales Tech Background (Preferred): Bonus points if you have experience selling into marketing or sales teams. Experience selling SaaS required.
• Proactive and Strategic: Self-starter who thrives with autonomy but knows when to collaborate. Takes a strategic, data-driven approach to building pipeline and managing deals.
• Track Record of Performance: Consistently meets or exceeds quota and ranks among the top within their peer group.
• Tech Savvy: Excited about cutting-edge technology and quick to learn new products and industries.
• Communication: Exceptional written and verbal communication skills, with the ability to tailor messaging to both executive and IC audiences.

• A pivotal role in shaping the future of a fast-growing generative AI startup.
• Competitive compensation package with performance-based incentives.
• Comprehensive benefits, including health, dental, and 401k.
• A collaborative, high-performing team with a supportive culture.
• Opportunities for growth, leadership development, and cross-functional collaboration.

If you’re a seasoned enterprise sales professional ready to drive growth and make a lasting impact in a rapidly evolving industry, we’d love to hear from you! elaine@tofuhq.com