Founding Account Executive at Aerovy in Atlanta HQ

Job description

• Application
• The role
• You'd be Aerovy's founding Account Executive, reporting directly to the CEO. This is a potentially career-defining role to establish Aerovy's GTM engine.
• The Aerovy platform continues to iterate, so the pitch, the pricing, and the roadmap will continue to advance while you sell. Some weeks that means selling a capability that ships next quarter and being straight with a buyer about the gap. You'll help write the process as you go. That requires: the discipline to run a tight cycle and the stomach for a moving target. Whatever you build will become the template for the reps who come after you.

Responsibilities

• Build your own pipeline from the 120 named account list: research the account, run outbound, book meetings with the ICP.
• Put sales automation and AI to work on prospecting, with sequences and account research that let one seller cover a list this size
• Leverage the Aerovy sales playbook & iterate upon it to move prospects through selling stages of discovery to technical validation to business case to signature
• Qualify hard and disqualify early. A short list of real deals beats a long list of maybes, and walking away from the wrong one protects the quarter
• Lead discovery that gets past the stated ask to the P&L underneath: downtime, warranty leakage, first-time fix rate, cost to serve
• Work with marketing to develop case studies and collateral that support the enterprise selling process
• Bring in the founders for technical validation and pilot scoping
• Keep pipeline and forecasts current in the CRM; your territory, your number
• Travel to customer sites for meetings
• Feed what you hear in the field back into positioning and the roadmap
• Write down what works so future AEs start from your process

Requirements

• 6 - 10+ years selling enterprise software, with closed deals at six- and seven-figure ACV on multi-quarter cycles
• Full-cycle experience: you've built pipeline from scratch, run discovery, managed technical evaluations, and closed on your own
• A qualification framework you actually run, whether that's MEDDIC, SPICED, or one you built yourself
• Experience selling to manufacturers or industrial enterprises; you're comfortable on a plant floor and in a boardroom
• Time at an early-stage company where the playbook didn't exist yet, and you were part of writing it
• Commercial maturity on pricing and margin, including when to hold firm on terms
• Clean CRM hygiene and a forecast people trust
• Existing relationships in material handling, construction equipment, specialty vehicles, or electrified systems
• You've converted a pilot into an enterprise agreement and can walk through how it happened
• Working fluency in at least one of: telematics, fleet software, aftermarket and field service, predictive maintenance, enterprise data platforms
• Comfort pricing data and AI platforms on value

Skills

Required

• Enterprise software sales
• Pipeline building
• Discovery
• Technical evaluation management
• Closing
• CRM hygiene
• Forecasting
• Pricing and margin management

Preferred

• Pricing data and AI platforms on value