Account Executive

Tern is a venture-backed software company that provides a platform helping travel advisors and agencies run efficient, professional, and profitable operations, including client profiles, supplier connections, commissions, back-office accounting, and reporting. The Account Executive will own mid-market deals, working directly with the Head of Sales and the COO. This is a full-cycle, quota-carrying role covering sourcing, discovery, demos of the whole platform including accounting, multithreaded deal management, closing full commitments, and handing off to implementation.

Responsibilities

Own a named book of agencies and build a researched list of target agencies; Run every deal as a multithreaded deal, engaging economic buyers, operations or back-office leads, and advisor-level users; Sell the whole platform, including the back office (commissions, reconciliation, supplier statements); Quarterback deals with product, implementation, SMEs, or leadership using written briefs; Close full commitments, including the whole cohort of seats up front; Forecast with precision and maintain pipeline coverage against target; Hand off cleanly with a complete HubSpot record and scoped implementation plan at close; Feed closed-lost reasons, recurring objections, and product gaps back to marketing and R&D

Requirements

3+ years closing, ideally at least mid-market; Consistent quota attainment in full-cycle B2B SaaS, shown quarter over quarter; Experience selling something operational (systems of record, vertical SaaS, ERP, accounting or commissions tooling); Multithreading track record closing deals that required an owner, an operator, and end users to all say yes; Discovery depth that quantifies cost of the problem and ties the solution to dollars; Pipeline rigor as a habit (complete HubSpot records, accurate forecast, dated next steps); Judgment in a small market; Implements coaching quickly

Nice to have

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

Benefits

Competitive salary; Equity; Benefits package; Accelerators above quota; GMV-based bonuses once quota is met