Account Executive at tern in United States

Job description

• Application
• $127B industry. 14,000 advisors on Tern today, 20,000 by year end. We've grown 4x in the last year. An industry so tight that everyone talks to each other, resulting in Tern quickly becoming the system agencies trust to run their business on.
• You will work directly with the Head of Sales and the COO, sitting close to the largest deals in the industry. You get a chance to build a business, to help others build businesses, to ultimately help people travel- one of the most fundamentally life changing things you can experience.
• We are the best platform, now we need someone to own our mid-market deals the way they deserve to be run.
• Agencies use Tern to run their business: client profiles, supplier connections, commissions, back-office accounting, and the reporting an owner needs to know how the business is actually doing. That has changed what the sale is. You are not selling a nicer front office to a solo advisor. You are selling an operating system to an agency owner, their operations lead, and the person who reconciles commissions every month. All three have to say yes.
• The travel advisor market is finite and tightly networked. Agencies talk to each other in communities, at conferences, and in group threads. That shapes how we sell: researched, named accounts rather than volume; a documented reason to reach out before the first touch; a no that is honored. The reps who win here are the ones agencies want to hear from again.
• This is a full-cycle, quota-carrying role. You source, you run discovery, you demo the whole platform including accounting, you build the coalition inside the account, you close full commitments, and you hand a complete record to implementation. Post-sale support is not your job. Adding revenue is.

Responsibilities

• Own a named book of agencies. Build and maintain a researched list of target agencies, typically 10 to 100+ advisors. Every account has a documented entry path before you reach out: a Tern user already inside the agency, a referral, a community or consortium connection, a real engagement signal, or specific research on their business.
• Run every deal as a multithreaded deal. Map the account. Engage the economic buyer, the operations or back-office lead, and advisor-level users. Map who signs, who blocks, who champions. Get the signer on a call. Build a deal room with dates the customer has agreed to. Deal size does not change the standard.
• Sell the whole platform, including the back office. Run discovery with an agency's accounting or finance stakeholder on your own. Demo commissions, reconciliation, and supplier statements with confidence. Quantify what Tern is worth to the agency in dollars, not features.
• Quarterback Deals. Bring product, implementation, SMEs or leadership into a deal with a written brief beforehand so the call does real work. You run the deal. You get the right people in the room at the right time and drive to close.
• Close full commitments. Sell the whole cohort of seats up front, with staged billing where it helps the customer. Create urgency from real consequences: kickoff dates, implementation capacity, the customer's own timeline. Never from invented ones.
• Forecast with precision. Weekly forecast submitted on time, every open deal complete in HubSpot, pipeline coverage maintained against target. Predictable attainment quarter after quarter, not a big month followed by two empty ones.
• Hand off cleanly. A complete HubSpot record and a scoped implementation plan at close. Then implementation owns the relationship and you go find the next agency.
• Feed the loop. Closed-lost reasons, recurring objections, and product gaps go back to marketing and R&D in a form they can act on.

Requirements

• Consistent quota attainment in full-cycle B2B SaaS. 3+ years closing, ideally at least mid-market. You can show quarter-over-quarter attainment, not one big quarter and a story about the rest.
• Experience selling something operational. Systems of record, vertical SaaS, ERP, accounting or commissions tooling, anything where the buyer's back office had a vote. You can learn what accrual accounting means for an agency and explain it in plain language.
• A multithreading track record. You have closed deals that required an owner, an operator, and end users to all say yes, and you can walk through exactly how you got there.
• Discovery depth. You uncover the real problem, quantify what it costs, and tie the solution back to dollars. You ask the question that gets a true answer instead of a polite one.
• Pipeline rigor as a habit. HubSpot is complete because that is how you work, not because someone asked. Your forecast is accurate. Your next steps have dates.
• Judgment in a small market. You know when to stop. You write like a person, not a template. You understand that one burned prospect in a tight community costs more than one deal.
• You implement coaching. Feedback shows up in your next call, not your next quarter.
• Travel industry experience, especially with host agencies or consortia
• Vertical SaaS with an accounting or commissions component
• Account-based selling in a defined market
• Experience running mutual action plans or deal rooms
• Fluency with AI tools for research and call prep (research with AI, write as yourself)

Skills

Required

• Full-cycle B2B SaaS sales
• Quota attainment
• Multithreading deals
• Discovery
• Pipeline rigor (HubSpot)
• Forecasting
• Judgment in a small market
• Coaching implementation

Preferred

• Travel industry experience
• Account-based selling
• Mutual action plans or deal rooms
• AI tools for research and call prep

Benefits

• Be part of a mission-driven team transforming the travel planning space
• Work with a supportive, curious, and creative team
• Sell a product that agencies run their business on, to buyers who care about the outcome
• Competitive salary, equity, and benefits package