Principal Account Executive ((South East))

🏢 Summary: Enterprise-focused Strategic Account Executive role driving complex AI/ML solution sales into highly regulated industries, building pipeline from scratch, and closing $1M+ ACV deals. The position involves leading multi-stakeholder sales cycles, shaping go-to-market strategy, and collaborating closely with sales leadership and founders. Compensation is uncapped with accelerators and equity, rewarding high performance on large enterprise deals. 🗂️ Requirements: 8+ years enterprise software sales experience, Consistent quota over-achievement at Fortune 500 companies, Proven experience closing $1M+ ACV deals, Experience selling complex technical solutions to CIO organizations, Background in AI/ML platforms or enterprise data platforms, Experience in highly regulated industries, Ability to build pipeline from scratch in early-stage environment 📃 Skills: AI, ML, LLM, EnterpriseSoftware, DataPlatforms, OnPremises, SaaS, CRM 🏢 Description: Strategic Account Executive at Unframe Location: Dallas, TX (Remote) About Unframe Unframe is an AI-first startup helping the world's largest enterprises bring LLM-powered applications to life in days - not months. We combine the speed of a product company with the flexibility of a consultancy, helping customers move from idea to deployed AI systems faster than anyone else in the market. With over $100M in TCV secured within 12 months, and a new $50M Series B led by Highland Europe, Unframe is rapidly scaling globally alongside Fortune 500 customers, backed by Bessemer, Craft, and TLV. About the role: We're looking for Strategic AEs to join our team and help drive our go-to-market motion. You'll play a pivotal role in landing our first major customers, shaping our sales playbook, and partnering directly with the VP of Sales and founder to build a high-performance revenue engine. What you'll do: Lead complex, multi-stakeholder sales cycles into highly regulated industries (FinServ, Healthcare, Manufacturing, Retail) where our on-premises capabilities provide a competitive advantage. Build pipeline from zero in an early-stage environment—identify and win strategic enterprise accounts with no hand-raisers or established playbook. Translate complex AI/ML capabilities into compelling business outcomes for C-suite stakeholders, positioning Unframe for companies seeking to "buy vs. build" AI capabilities. Architect multi-year expansion strategies and build deep relationships across IT, product, and innovation teams. Collaborate directly with the VP of Sales and founders to refine the enterprise strategy and influence the product roadmap What we are looking for: 8+ years enterprise software sales with consistent quota over-achievement at Fortune 500 companies Proven track record closing $1M+ ACV deals in early-stage environments Experience selling complex technical solutions to CIO organizations Background in AI/ML platforms, digital transformation, enterprise data platforms, or management consulting Entrepreneurial mindset, you thrive in ambiguity, own outcomes, and build from scratch Success in highly regulated industries with complex compliance requirements Nice to have: Regulated industry experience, early-stage success Why join us? Compensation is uncapped with aggressive accelerators. At $1M+ ACV deal sizes, this structure rewards over-performance on meaningful deals. Our VP of Sales joined Unframe for three reasons: a founder with a proven exit, tier-one investors, and a product that's genuinely different and defensible. The GTM approach backs that up. Buyers get a free POC, tailored to their actual use case, delivered in days. No data sharing, no upfront cost, no six-month consulting engagement before anyone sees value. You'll work directly with the VP of Sales and founders, shape GTM strategy, close the deals that define our market position, and hold equity in a company with real institutional backing and momentum. We hire with intention. If you thrive in a performance culture with real backing behind you, you will win here. Ready to Build the Future? If this opportunity excites you, apply now!

🏢 Summary: Strategic Account Executive role focused on building and closing complex enterprise AI/ML deals within regulated industries, driving go-to-market strategy and landing major Fortune 500 customers. The position involves leading multi-stakeholder sales cycles, shaping enterprise expansion plans, and collaborating closely with executive leadership. Compensation is uncapped with strong accelerators and equity in a fast-scaling AI startup. 🗂️ Requirements: 8+ years enterprise software sales experience, Consistent quota over-achievement at Fortune 500 companies, Proven record of closing $1M+ ACV deals, Experience selling complex technical solutions to CIO organizations, Background in AI/ML platforms, digital transformation, enterprise data platforms, or management consulting, Experience in highly regulated industries with complex compliance requirements, Ability to build pipeline from zero in early-stage environments 📃 Skills: AI, ML, LLM, SaaS, EnterpriseSales, DataPlatforms, DigitalTransformation, OnPremises, Compliance 🏢 Description: About the role: We’re looking for Strategic Account Executives to help drive our go-to-market motion. You will play a pivotal role in landing major enterprise customers, shaping the sales playbook, and partnering directly with the VP of Sales and founders to build a high-performance revenue engine. What you'll do: - Lead complex, multi-stakeholder sales cycles in highly regulated industries (FinServ, Healthcare, Manufacturing, Retail), leveraging on-premises capabilities as a competitive advantage. - Build pipeline from zero in an early-stage environment and win strategic enterprise accounts without an established playbook. - Translate complex AI/ML capabilities into clear business outcomes for C-suite stakeholders, positioning solutions for organizations evaluating buy vs. build decisions. - Architect multi-year expansion strategies and develop deep relationships across IT, product, and innovation teams. - Collaborate with executive leadership to refine enterprise strategy and influence product roadmap. What we are looking for: - 8+ years of enterprise software sales experience with consistent quota over-achievement at Fortune 500 companies. - Proven track record of closing $1M+ ACV deals in early-stage environments. - Experience selling complex technical solutions to CIO organizations. - Background in AI/ML platforms, digital transformation, enterprise data platforms, or management consulting. - Experience working in highly regulated industries with complex compliance requirements. Nice to have: - Additional regulated industry experience and early-stage company success. Why join us? Compensation is uncapped with aggressive accelerators, rewarding over-performance on large ACV deals. You will work closely with executive leadership, shape go-to-market strategy, close high-impact enterprise deals, and receive equity in a rapidly scaling AI-focused company backed by leading investors.

🏢 Summary: Strategic Account Executive responsible for driving enterprise sales of AI/ML solutions to Fortune 500 companies, focusing on complex, multi-stakeholder deals in regulated industries. The role involves building pipeline from scratch, closing $1M+ ACV deals, and shaping go-to-market strategy in a fast-scaling AI startup. You will work closely with leadership to land strategic accounts and expand long-term enterprise relationships. 🗂️ Requirements: 8+ years enterprise software sales experience, Consistent quota over-achievement at Fortune 500 companies, Proven record closing $1M+ ACV deals, Experience selling complex technical solutions to CIO organizations, Background in AI/ML platforms, digital transformation, enterprise data platforms, or management consulting, Experience in highly regulated industries with complex compliance requirements, Ability to build pipeline from zero in early-stage environments 📃 Skills: AI, ML, LLM, EnterpriseSales, SaaS, DataPlatforms, DigitalTransformation, OnPremises, Consulting 🏢 Description: Strategic Account Executive at Unframe Location: Dallas, TX (Remote) About Unframe Unframe is an AI-first startup helping the world's largest enterprises bring LLM-powered applications to life in days - not months. We combine the speed of a product company with the flexibility of a consultancy, helping customers move from idea to deployed AI systems faster than anyone else in the market. With over $100M in TCV secured within 12 months, and a new $50M Series B led by Highland Europe, Unframe is rapidly scaling globally alongside Fortune 500 customers, backed by Bessemer, Craft, and TLV. About the role: We're looking for Strategic AEs to join our team and help drive our go-to-market motion. You'll play a pivotal role in landing our first major customers, shaping our sales playbook, and partnering directly with the VP of Sales and founder to build a high-performance revenue engine. What you'll do: Lead complex, multi-stakeholder sales cycles into highly regulated industries (FinServ, Healthcare, Manufacturing, Retail) where our on-premises capabilities provide a competitive advantage. Build pipeline from zero in an early-stage environment—identify and win strategic enterprise accounts with no hand-raisers or established playbook. Translate complex AI/ML capabilities into compelling business outcomes for C-suite stakeholders, positioning Unframe for companies seeking to "buy vs. build" AI capabilities. Architect multi-year expansion strategies and build deep relationships across IT, product, and innovation teams. Collaborate directly with the VP of Sales and founders to refine the enterprise strategy and influence the product roadmap What we are looking for: 8+ years enterprise software sales with consistent quota over-achievement at Fortune 500 companies Proven track record closing $1M+ ACV deals in early-stage environments Experience selling complex technical solutions to CIO organizations Background in AI/ML platforms, digital transformation, enterprise data platforms, or management consulting Entrepreneurial mindset, you thrive in ambiguity, own outcomes, and build from scratch Success in highly regulated industries with complex compliance requirements Nice to have: Regulated industry experience, early-stage success Why join us? Compensation is uncapped with aggressive accelerators. At $1M+ ACV deal sizes, this structure rewards over-performance on meaningful deals. Our VP of Sales joined Unframe for three reasons: a founder with a proven exit, tier-one investors, and a product that's genuinely different and defensible. The GTM approach backs that up. Buyers get a free POC, tailored to their actual use case, delivered in days. No data sharing, no upfront cost, no six-month consulting engagement before anyone sees value. You'll work directly with the VP of Sales and founders, shape GTM strategy, close the deals that define our market position, and hold equity in a company with real institutional backing and momentum. We hire with intention. If you thrive in a performance culture with real backing behind you, you will win here. Ready to Build the Future? If this opportunity excites you, apply now!

🏢 Summary: Hybrid Senior Account Executive role focused on selling enterprise IT solutions to Mid-Tier and Fortune 1000 clients, driving new business growth and managing strategic accounts. The position involves selling data center, cloud, collaboration, network infrastructure, and AI-related solutions while building long-term client and partner relationships. Candidates should have extensive technology sales experience and the ability to engage CXO and VP-level stakeholders. 🗂️ Requirements: 10+ years selling technology services, Experience selling enterprise IT solutions, Experience selling to CXO and VP-level stakeholders, Lead qualification and new account acquisition skills, Account management and relationship-building experience, Knowledge of e-business solutions, Strong communication and presentation skills, Problem-solving and time management skills, Ability to work independently and drive sales success, Willingness to travel up to 30%, BA/BS in Business, BA/BS in Management, BA/BS in Computer Science, BA/BS in Engineering 📃 Skills: Cloud, Networking, AI, Datacenter, Collaboration, Infrastructure, Salesforce, E-business 🏢 Description: Overview HYBRID REMOTE opportunity for candidates geographically located in or near Northern Virginia with a willingness to work on-site in the Herndon, Virginia headquarters one day per week. If you have a passion for tech sales, experience selling enterprise IT solutions, and excel at building long-term relationships, this role offers the opportunity to drive technology solutions that transform businesses. You will engage with clients across diverse industries, utilizing innovative solutions to solve complex challenges. Additionally, you will have the opportunity to sell a diverse portfolio of services and products from leading technology vendors, OEMs, and enterprise solutions providers. Your Impact The essential functions of this position include: - Develop and execute strategic sales plans to drive growth including new account relationships - Achieve growth objectives through prospecting, active lead management, and relationship building with Mid-Tier and Fortune 1000 companies - Maintain and grow existing client revenues through cross-selling of core competencies - Establish and maintain manufacturer/partner relationships to develop joint sales opportunities - Implement an ongoing account management plan, including leveraging all specialized resources - Provide monthly forecast and quarterly reviews for assigned territory - Travel up to 30% may be required, with the majority limited to the local territory. A smaller portion may involve air travel as needed. Qualifications - Proven success selling to Managed Accounts at the CXO and VP levels - Minimum of 10 years of experience selling technology services including data center, cloud, collaboration, network infrastructure, and emerging technologies - Experience selling AI Solutions and Services is a plus - VAR/systems integrator sales and/or direct selling experience with technology OEMs or software companies preferred - Knowledge of e-business solutions environment - Strong ability to qualify leads, engage new markets, and successfully close new accounts - Excellent communication, presentation, problem-solving and time management skills - Ability to leverage subject matter experts (SMEs) to accelerate and enhance the sales process - Ability to take initiative, self-motivate, and drive sales success independently - BA/BS in Business, Management, Computer Science or Engineering fields preferred Position Specifics The initial base salary range for this position is expected to be between $80,000 and $125,000 annually. Compensation may also include commissions and discretionary bonuses. Benefits may include medical and financial coverage, 401(k) eligibility, employee stock purchase program, vacation, sick time, and personal leave. Physical Requirements While performing this role, you will engage in both seated and occasional standing or walking activities. Reasonable accommodations are provided in accordance with relevant laws.

🏢 Summary: Enterprise Account Executive role focused on driving new business across the Americas by selling AML and crypto compliance SaaS solutions to enterprise clients in the crypto and financial services sectors. The position owns the full sales cycle, from prospecting to closing, targeting banks, fintechs, payments firms, and crypto-native companies. This is a quota-carrying role requiring deep knowledge of digital assets, complex B2B sales, and enterprise deal management. 🗂️ Requirements: 5+ years B2B Enterprise sales experience in Crypto, FinTech, or SaaS, Experience selling AML or compliance solutions to FinTechs or financial institutions, Proven track record of meeting or exceeding enterprise sales quotas, Experience managing 6–12 month sales cycles including RFI/RFP processes, Experience selling to C-Suite stakeholders, Strong network in the Digital Assets or Crypto ecosystem, Experience selling into the Americas market, Knowledge of financial services, capital markets, and asset management sectors, Use of structured sales methodologies (e.g., MEDDICC), Experience using CRM and sales prospecting tools 📃 Skills: SaaS, AML, Compliance, FinTech, Crypto, MEDDICC, HubSpot, LinkedIn, ChatGPT, Claude, Gemini, CRM 🏢 Description: Are you passionate, enthusiastic, and looking for an opportunity to grow your career in sales? Are you looking for your next challenge in an emerging and exciting market? If yes then we want to hear from you! The impact you will have: You will join our global sales team reporting to our Regional Sales Director helping us win new customers across the Americas. As an Enterprise Account Executive, you will become an expert in our products, how our customers use our tools and what makes our solutions uniquely capable to solve their most complex challenges. With this knowledge, you’ll help prospective customers understand how we can protect them from complex crypto crimes in a scalable, efficient and highly automated manner. You will manage the full sales cycle including sourcing and qualifying leads, prospecting, conducting demos, developing proposals, negotiating terms and closing business to ultimately deliver profitable revenue growth and exceed your targets. You will be targeting Enterprise businesses in the Crypto and Financial Services space, including banks, payments firms and crypto-native companies. You will have some predefined accounts to target and will also identify and develop new opportunities. What you’ll do: - Identify and open doors to Enterprise prospective accounts across your territory - Own, build and implement scalable sales strategies for acquiring new accounts - Showcase the product through tailored presentations and demos - Manage commercial discussions including negotiating terms and closing business - Attend and travel to customer meetings and/or events as required - Use technologies like HubSpot, LinkedIn and other tools to achieve goals and forecast accurately - Meet and exceed quotas - Work cross-functionally to share feedback and support sustainable growth You will be a great fit if you: - Work in digital assets or adjacent segments with a strong network in AML, Risk, Fraud, Compliance and SaaS - Have a background in AML or compliance sales to FinTechs - Have strong knowledge of financial services, capital markets and asset management - Are a self-starter, adaptable and comfortable with ambiguity - Use defined sales methodologies such as MEDDICC - Understand complex B2B sales methodologies - Have AI fluency with ChatGPT, Claude, Gemini or similar tools Our ideal candidate has: - 5+ years experience in B2B Crypto, FinTech or SaaS Enterprise sales - Demonstrated track record of hitting targets and building pipeline through solution selling - Experience selling into the Americas market - Experience managing 6–12 month sales cycles involving RFI/RFPs - Experience selling to C-Suite stakeholders - Strong network in the Digital Asset space - Entrepreneurial mindset and resilience - Passion for digital assets and the crypto economy Job Benefits How we work: - Hybrid working with the option to work from almost anywhere for up to 90 days per year - $650 remote work budget for home office setup Learning & Development: - $1,000 annual learning and development budget Vacation / Leave: - 25 days annual leave + 8 US public holidays - Birthday leave - 16 weeks fully-paid parental leave Benefits: - Comprehensive medical, dental, and vision coverage - 401k with company match - Full access to Spill mental health support Compensation Range: $325K - $400K

🏢 Summary: The role focuses on driving new business and expanding existing accounts by selling end-to-end, tech-enabled supply chain and fulfillment solutions. The Account Executive manages the full sales cycle, from prospecting and discovery to onboarding, while collaborating with internal logistics and operations teams. This position targets candidates with experience in freight forwarding, supply chain technology, or sales who can build strong commercial relationships and deliver tailored supply chain solutions. 🗂️ Requirements: 2+ years experience in freight forwarding, supply chain technology or sales, Experience with end-to-end supply chain solutions, Proven ability to build and maintain commercial relationships, Ability to manage full sales cycle from prospecting to onboarding, Experience collaborating with cross-functional logistics and operations teams, Strong organizational and communication skills in virtual and in-person environments 📃 Skills: Sales, Prospecting, Negotiation, SupplyChain, FreightForwarding, Logistics, CRM, CrossSelling, Upselling, Onboarding 🏢 Description: About Flexport: At Flexport, we believe global trade can move the human race forward. Our mission is to make global commerce so easy there will be more of it. We are shaping the future of a $10T industry with solutions powered by innovative technology and exceptional people. Companies of all sizes use Flexport technology to move merchandise across 112 countries each year. The opportunity: We are seeking an Account Executive with experience in end to end supply chain solutions to build and maintain a healthy book of business. You'll be part of a high-performing team focused on building Flexport's brand while solving customer problems with tech-enabled supply chain and fulfillment solutions. Daily activities may include leading discovery calls, project managing global supply chain complexities, reviewing growth strategies with Operations teams, traveling to tour warehouses with clients, and sharing best practices with the sales team. You will: - Build your book of business by closing net-new customers and/or cross-selling and upselling existing customers that contribute to revenue goals - Uncover and connect with ideal clients through self-prospecting and collaboration with the SDR team - Consult with new clients to understand their supply chain needs - Create value-add solutions and demonstrate capabilities through remote and in-person meetings - Navigate, bundle, and sell the suite of products across the supply chain and shipment lifecycle - Lead Monthly and Quarterly Business Meetings with existing clients to improve supply chain processes - Work closely with internal teams (Operations, Ocean, Air, Trucking, Customs, etc.) to deliver a best-in-class customer experience - Lead the customer onboarding process by leveraging internal resources and teams You should have: - 2+ years of experience in freight forwarding, supply chain technology or sales - Demonstrated ability to drive business forward - Proven success building or maintaining commercial relationships - Excellent communication, interpersonal, and organizational skills - Ability to learn quickly and grow as a top-performing sales executive Commitment to Equal Opportunity: All qualified applicants will receive consideration for employment regardless of legally protected characteristics. Global Data Privacy Notice for Job Candidates and Applicants: Depending on your location, data protection regulations may apply to the processing of applicant data.

🏢 Summary: The role focuses on driving revenue growth by acquiring and expanding clients for tech-enabled end-to-end supply chain and fulfillment solutions. The Account Executive manages the full sales cycle, builds long-term client relationships, and collaborates cross-functionally to deliver tailored global logistics solutions. This position combines consultative selling, supply chain expertise, and customer onboarding leadership. 🗂️ Requirements: 5+ years of experience in freight forwarding, logistics, or supply chain industries, At least 2 years of full-cycle, quota-carrying sales experience, Experience with end-to-end supply chain solutions and fulfillment, Ability to run a structured sales process, Proven ability to build and maintain long-term commercial relationships, Experience prospecting and closing net-new business, Ability to collaborate with cross-functional teams (Operations, Ocean, Air, Trucking, Customs), Excellent communication and organizational skills 📃 Skills: Logistics, SupplyChain, FreightForwarding, Fulfillment, Prospecting, Sales, Negotiation, CustomerOnboarding, CrossSelling, Upselling 🏢 Description: About Flexport: At Flexport, we believe global trade can move the human race forward. That's why it's our mission to make global commerce so easy there will be more of it. We're shaping the future of a $10T industry with solutions powered by innovative technology and exceptional people. Today, companies of all sizes—from emerging brands to Fortune 500s—use Flexport technology to move more than $19B of merchandise across 112 countries a year. The Opportunity: We are seeking an Account Executive with experience in end to end supply chain solutions and fulfillment to build and maintain a healthy book of business. You'll be part of a high-performing team where you'll focus on building up Flexport's brand while solving customer problems with tech-enabled supply chain and fulfillment solutions. A normal day might include leading a discovery call with a prospect to uncover more about their supply chain processes, project managing the complexities of a global supply chain, reviewing a customer's growth strategy with their Flexport Operations Team, traveling with a prospective client to tour a Flexport warehouse, or sharing best practices with the broader sales team. You will: - Build your book of business by closing net-new customers and/or cross-selling and upselling existing customers that contribute to overall revenue goals - Uncover and connect with ideal clients through self-prospecting and collaboration with the SDR team - Consult with new clients to understand their supply chain needs - Create value-add solutions, demonstrating capabilities through remote and in-person meetings - Lead Monthly and Quarterly Business Meetings with existing clients to plan upcoming business - Navigate, bundle, and sell the suite of products across the supply chain and shipment lifecycle - Work closely with internal teams (Operations, Ocean, Air, Trucking, Customs, etc.) to drive best-in-class customer experience - Lead the customer onboarding process by leveraging internal resources and teams You should have: - 5+ years of experience in freight forwarding, logistics, or supply chain industries - At least 2 years’ experience in a full cycle (prospecting to closing), quota carrying sales role - Demonstrated ability to run a structured sales process - Proven success building and maintaining long term commercial relationships - Excellent communication, interpersonal, and organizational skills - Ability to learn quickly and strong work ethic Commitment to Equal Opportunity: All qualified applicants will receive consideration for employment regardless of race, color, religion, sex, national origin, age, physical and mental disability, health status, marital and family status, sexual orientation, gender identity and expression, military and veteran status, and any other characteristic protected by applicable law. Global Data Privacy Notice for Job Candidates and Applicants: Depending on your location, applicable regulations may govern the way candidate data is managed. By submitting your application, you agree to the use and processing of your data as required. Please refer to the Privacy Notice for additional information.

🏢 Summary: Sales role focused on building and growing a book of business by selling end-to-end, tech-enabled supply chain and fulfillment solutions. The position involves full-cycle sales activities, client discovery, solution consulting, and cross-functional collaboration to deliver global logistics services. Ideal for experienced logistics professionals with a strong track record in quota-carrying roles and structured sales processes. 🗂️ Requirements: 5+ years experience in freight forwarding, logistics, or supply chain, 2+ years experience in full-cycle, quota-carrying sales role, Experience building and maintaining long-term commercial relationships, Ability to run a structured sales process, Experience consulting clients on supply chain solutions, Strong communication and organizational skills, Ability to collaborate with cross-functional teams 📃 Skills: Logistics, Freight, SupplyChain, Sales, Prospecting, Negotiation, CRM, Forecasting 🏢 Description: About Flexport: At Flexport, we believe global trade can move the human race forward. Our mission is to make global commerce so easy there will be more of it. We are shaping the future of a $10T industry with solutions powered by innovative technology and exceptional people. Companies of all sizes use Flexport technology to move merchandise across 112 countries each year. The Opportunity: We are seeking Account Executives with experience in end-to-end supply chain solutions and fulfillment to build and maintain a healthy book of business. You will focus on building the brand while solving customer problems with tech-enabled supply chain and fulfillment solutions. Responsibilities include leading discovery calls, project managing global supply chain complexities, reviewing growth strategies with operations teams, traveling to client sites and warehouses, and collaborating with the sales team. You will: - Build your book of business by closing net-new customers and/or cross-selling and upselling existing customers - Prospect independently and collaborate with the SDR team to identify ideal clients - Consult with clients to understand their supply chain needs - Create value-driven solutions and demonstrate capabilities in remote and in-person meetings - Lead Monthly and Quarterly Business Meetings with existing clients - Navigate and sell the suite of products across the supply chain lifecycle - Collaborate with internal teams (Operations, Ocean, Air, Trucking, Customs) to deliver best-in-class customer experience - Lead the customer onboarding process leveraging internal resources You should have: - 5+ years of experience in freight forwarding, logistics, or supply chain industries - At least 2 years of experience in a full-cycle, quota-carrying sales role - Demonstrated ability to run a structured sales process - Proven success building and maintaining long-term commercial relationships - Excellent communication, interpersonal, and organizational skills - Ability to learn quickly with a strong work ethic and drive to grow as a top sales executive Commitment to Equal Opportunity: All qualified applicants will receive consideration for employment regardless of legally protected characteristics. Global Data Privacy Notice for Job Candidates and Applicants: By submitting your application, you agree to the use and processing of your data as required by applicable regulations. Please refer to the Privacy Notice for additional information.

🏢 Summary: Staff Accountant role supporting general ledger management, month-end close, financial reporting, and government contract accounting in a fast-paced defense technology environment. The position involves transactional accounting, audit support, and process improvement while working closely with the finance team in a fully remote setting. Offers competitive compensation, equity, comprehensive health benefits, and unlimited PTO. 🗂️ Requirements: Bachelor's degree in accounting or finance, 2–3 years of professional accounting experience, General ledger accounting knowledge, Month-end close experience, Microsoft Excel proficiency, Microsoft Office proficiency, Analytical skills, Organizational skills, Problem-solving skills, Attention to detail, Ability to manage multiple responsibilities, Written communication skills, Verbal communication skills, Ability to work independently and collaborate with teams, Experience with ERP or accounting systems 📃 Skills: Excel, Office, QuickBooks, ERP, Accounting, Finance 🏢 Description: About Defcon AI RESILIENCE IN THE FACE OF DISRUPTION. Defcon AI is an insights company that leverages artificial intelligence, mathematical optimization, data analytics, and software engineering for resilient optimization of complex systems. In today's dynamically changing world, Defcon AI's technology aligns outcomes with operational goals, better decision making, and empowers customers to anticipate assess, and mitigate the impacts of disruptions. About the Role DEFCON AI is seeking a motivated and detail-oriented Staff Accountant to join our growing Finance team. Reporting to the Director of Finance & Accounting, this individual will play a key role in maintaining the integrity of the Company's financial records and supporting day-to-day accounting operations. The successful candidate will own the general ledger and related accounting processes while assisting with monthly close, transactional accounting activities, financial reporting, government contract accounting support, and the annual financial statement audit. This is an outstanding opportunity for an accounting professional with 2–3 years of experience who wants to grow their career in a fast-paced, mission-driven defense technology company. What You'll Do - Own and maintain the Company's general ledger, ensuring the accuracy and integrity of financial records. - Prepare and post journal entries and perform monthly account reconciliations. - Support monthly, quarterly, and year-end close activities. - Reconcile bank accounts, credit cards, prepaid expenses, accruals, fixed assets, and other balance sheet accounts. - Perform and support transactional accounting activities, including accounts payable, accounts receivable, expense reporting, payroll accounting, and cash management. - Maintain supporting schedules for financial statement balances. - Assist in preparing internal financial reports and analyses. - Support accounting and compliance requirements related to U.S. Government contracts. - Partner with the Director of Finance & Accounting during the annual financial statement audit and other external audits. - Respond to requests from external auditors and assist in preparing audit schedules and supporting documentation. - Help identify opportunities to improve accounting processes, internal controls, and financial reporting efficiencies. - Participate in special projects and other finance initiatives as the Company continues to grow. What We're Looking for: - Bachelor's degree in accounting or finance. - 2–3 years of professional accounting experience. - Strong understanding of general ledger accounting and month-end close processes. - Proficiency with Microsoft Excel and Microsoft Office. - Excellent analytical, organizational, and problem-solving skills. - Strong attention to detail and commitment to accuracy. - Ability to prioritize multiple responsibilities in a fast-paced environment. - Excellent written and verbal communication skills. - Ability to work independently while collaborating effectively with cross-functional teams. - Experience with ERP/accounting systems such as Quick Books. Nice to Have: - Experience with government contractors or defense technology companies. - Familiarity with FAR, CAS, and DCAA compliance requirements. - CPA or progress toward CPA certification is a plus. What We Offer: - A fully remote environment - Competitive salary, bonus, and equity package - 100% employer paid, comprehensive health insurance including medical, dental, and vision for you and your family - Unlimited PTO, with manager approval - Flexible work environment where you manage your work day - 14 weeks of fully-paid parental leave Salary Range: $85,000-$110,000. This represents the typical salary range for this position based on experience, skills, and other factors. We're an Equal Opportunity Employer: You'll receive consideration for employment without regard to race, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability.

🏢 Summary: Quota-carrying Account Executive role focused on driving full-cycle SaaS revenue growth across mid-market and enterprise accounts in AI-driven and data-focused environments. The position involves executive-level selling, strategic discovery, pipeline management, and collaboration with technical and customer success teams to deliver measurable business outcomes. Candidates are expected to exceed revenue targets while managing complex enterprise sales cycles. 🗂️ Requirements: 5+ years of B2B SaaS or marketing technology sales experience, Experience exceeding quota in complex multi-stakeholder sales cycles, Ability to engage and influence C-level decision-makers, Experience selling AI-driven, data, martech, or enterprise SaaS solutions, Proficiency with Salesforce, Pipeline management and forecasting experience 📃 Skills: Salesforce, SaaS, CRM, Martech, AI 🏢 Description: AI-Infused SaaS | Revenue Excellence Role Overview BlueConic is a forward-thinking, AI-infused SaaS company helping enterprises turn data into decisive competitive advantage. We are building a team of Account Executives who operate as Sherpas—guiding customers through complexity, aligning technology to strategic business outcomes, and leading them confidently to measurable success. The Account Executive owns the full revenue lifecycle across mid-market and enterprise accounts—from strategic discovery through close, expansion, and long-term value realization. This is a quota-carrying role for a disciplined, high-performance seller who not only meets targets but consistently exceeds them. You will operate in complex buying environments, build executive-level trust, and drive predictable, repeatable revenue growth. What You Will Own Revenue Leadership & Target Attainment - Own, advance, and close a pipeline of opportunities with a clear expectation of exceeding revenue targets - Drive full-cycle sales motions including business and technical discovery, solution alignment, business case development, negotiation, and close - Identify and execute strategic expansion opportunities - Build a territory strategy that drives consistent overperformance Executive Engagement & Deal Strategy - Lead high-impact discovery conversations with C-level and senior stakeholders - Translate AI-driven capabilities into tangible business outcomes and ROI narratives - Architect value-based proposals aligned to customer success metrics - Navigate complex buying committees and multi-threaded enterprise sales cycles - Anticipate competitive dynamics and proactively mitigate deal risk Sherpa-Led Customer Experience - Guide prospects through technical, operational, and organizational complexity - Partner closely with Solutions Consulting to design outcome-driven solutions - Collaborate with Customer Success to ensure seamless transitions and durable expansion - Operate as a trusted advisor, not just a vendor Operational Excellence & Forecast Discipline - Maintain rigorous pipeline hygiene and forecasting accuracy in CRM - Apply structured sales methodology to drive deal velocity and predictability - Provide clear insight into deal health, market signals, and revenue outlook - Operate with data-driven precision in a fast-paced, performance-oriented environment What You Bring - 5+ years of experience in B2B SaaS or Marketing technology sales - Demonstrated success exceeding quota in complex, multi-stakeholder sales cycles - Experience selling AI-driven, data, martech, or enterprise SaaS solutions preferred - Proven ability to engage and influence C-level decision-makers - Strong commercial acumen with disciplined forecasting and pipeline management - Highly organized, competitive, and motivated by continuous improvement - Proficiency in Salesforce and modern sales technology stacks Who Thrives Here - Competitive professionals who set ambitious targets and consistently surpass them - Sellers who take ownership and accountability for outcomes - Individuals who embrace continuous improvement and performance coaching - Customer-centric leaders who guide with clarity and confidence - Team players who collaborate cross-functionally to win Benefits - Annual base salary: $90,000—$120,000 USD - Annual commission target: $90,000—$120,000 USD - Medical, dental, and vision insurance plans - 401(k) matching - 28 vacation days annually - Paid parenting leave