Founding Account Executive
Cartesia
Job Level
Mid-LevelSenior
About the role
- Own the entire sales process: prospecting, pitching, solutioning, closing, and contracting deals.
- Build and manage detailed territory and account plans for top accounts in your territory, including customer outcomes, stakeholder maps, and deal strategies.
- Lead cross-functional teams to activate against account plans and move opportunities forward.
- Connect customer needs and desired outcomes directly to Ready’s capabilities, positioning our solutions for maximum impact.
- Identify and progress opportunities through the pipeline, including procurement paths, funding sources, and closing processes.
- Achieve and exceed bookings targets of $3M–$4M+ annually, with strong forecasting accuracy and deal discipline.
- Execute territory planning to identify associations, partnerships, and market channels that can expand reach and accelerate growth.
- Drive both hunting and farming motions — opening new accounts while growing and expanding within existing relationships.
- Build trust-based relationships with government agencies, partners, resellers, and integrators to increase market coverage.
- Maintain accurate pipeline, forecasting, and account documentation within our CRM system.
- Provide structured insights from the field to inform GTM strategy, product roadmap, and account-based marketing efforts.
- Help define the culture, processes, and playbooks for Ready’s GTM team as a founding sales hire.
- Travel up to 30–50% to engage with customers, partners, and industry associations.
Requirements
- 5+ years of public sector sales experience in IT, SaaS, infrastructure, or information services, ideally with subscription or recurring revenue models. Experience with State, and statewide enterprise agreements ideal.
- A proven hunter with a strong track record of quota attainment, consistently generating 70%+ of your own pipeline and closing complex, multi-stakeholder deals.
- Experienced in building and executing detailed account plans that connect customer outcomes to high-value solution sales.
- Skilled in navigating public sector procurement, including RFPs, funding cycles, and committee-driven buying environments.
- Demonstrated success in territory planning — identifying associations, partnerships, and ecosystems that accelerate access to target markets.
- Exceptional communication and influencing skills, capable of engaging technical, operational, and business stakeholders.
- Strategic, forward-thinking, and detail-oriented when it comes to pipeline management, forecasting accuracy, and deal execution.
- Comfortable working as an early sales hire in a fast-paced, entrepreneurial environment with evolving processes and high levels of autonomy.
- Proficiency with CRM platforms and sales productivity tools, with a disciplined approach to pipeline hygiene.
- A solution-oriented mindset with the ability to align customer challenges to Ready’s capabilities and drive measurable outcomes.
- A strategic, forward-thinking approach to account planning and market expansion
