Enterprise Account Executive

Own new-logo acquisition across Guava's largest, most strategic accounts, building pipeline from scratch, running complex multi-stakeholder deals, and closing with the organizations that run regulated industries at scale. High-autonomy hunting role selling to both technical (CTO, eng leaders) and business (CRO, COO, VP Ops) buyers in the same cycle.

Responsibilities

Own outbound prospecting and pipeline generation for enterprise accounts; Identify and map key stakeholders across technical and business functions within target accounts; Develop and execute account plans across Guava's core verticals (healthcare, banking, insurance, BPOs, tech-native platforms); Partner with marketing and SDRs to convert inbound interest into qualified enterprise opportunities; Run full-cycle enterprise deals from first meeting through signed contract; Lead discovery, solution positioning, and value-based selling to technical and executive stakeholders; Coordinate with Solutions Engineering and Forward Deployed Engineers on technical fit and POC execution; Navigate procurement, legal, and security review processes common in regulated-industry enterprises; Accurately forecast pipeline and close dates with disciplined CRM hygiene; Develop deep expertise in Guava's verticals and the competitive voice AI landscape; feed insights to product/leadership; Represent Guava at industry events, conferences, and executive briefings

Requirements

10+ years of enterprise B2B sales, with a consistent record of closing net-new logos; Experience selling complex technical/infrastructure products (API platforms, SaaS, AI/ML, or voice/comms preferred); Proven on long, multi-stakeholder cycles (3+ months) in regulated industries (healthcare, financial services, insurance); Comfortable selling to technical buyers (CTOs, eng) and business execs (CRO, COO, VP Ops) in the same deal; Strong outbound mentality; excellent executive presence and C-suite communication; Highly organized, disciplined CRM hygiene and accurate forecasting; Remote within the US; full-time; Authorized to work in the United States

Nice to have

Direct experience selling into BPOs, healthcare systems, banking/lending, or insurance carriers; Familiarity with compliance-driven buying (SOC 2, HITRUST, PCI, HIPAA); Early/growth-stage startup experience defining the enterprise motion; Prior work alongside a Solutions Engineering or FDE team

Benefits

Competitive base salary and early-stage equity; Uncapped commission; Medical, dental, and vision coverage; 401(k) with employer match; Flexible paid time off; Paid parental leave; Top-tier equipment and the tools you need to do your best work