Account Executive (Mid Market & Enterprise)

Rocketlane • San Francisco, CA

6d • $100,000 - $125,000 • Hybrid

About The Position

Rocketlane is the leading AI-first platform for customer onboarding, professional services, and post-sales delivery. We help SaaS and services organizations—including industry leaders like Clari, Zenoti, and Icertis—accelerate time-to-value and transform how they manage complex customer rollouts.
Our mission? To empower B2B companies with a smooth, consistent, and efficient way to onboard customers and manage client projects—reducing chaos and boosting customer satisfaction across industries.
We’re a close-knit team of over 200 passionate professionals, all focused on building a product that teams love to use. Our journey has been fueled by $45M in funding from top investors, including 8VC, Matrix Partners, and Nexus Venture Partners.
We are looking for a Mid-Enterprise Account Executive to accelerate our move upmarket. You will help us capture a massive category shift away from legacy PSA tooling by displacing fragmented systems with our AI-native solutions.

Requirements

• Experience: 6–14 years of SaaS sales experience, with a proven track record of closing six-figure deals on 6+ month sales cycles.
• High-Growth DNA: You must have experience in early-stage or high-growth environments (10–200 employees). We value candidates who have stayed at a company for 2+ consecutive years and earned promotions during periods of rapid scale.
• Technical Curiosity: An obsession with how AI is changing the software landscape and the ability to speak fluently about agentic automation and platform integrations.
• Discipline:A rigorous approach to territory strategy, discovery, and commercial negotiation.
• Stage Fit: You thrive in environments where the playbook is being refined; you are a builder, not just a recipient of inbound leads.
• Background: Experience at "Big Tech" (Oracle, Salesforce) is only a fit if you have also excelled in a startup environment. Degrees are preferred.

Responsibilities

• Full-Cycle Sales Execution: Manage and close complex deals typically ranging from $100K to $200K+ ARR within the 1,000 to 10,000 employee segment.
• Pipeline Generation: Partner with SDRs and marketing while self-sourcing 20%–30% of your own pipeline through strategic outbound efforts into target accounts.
• Strategic Logo Acquisition: Secure foundational partnerships with Fortune 500 and Forbes Cloud 100 companies, utilizing a value-based selling approach.
• AI Subject Matter Expertise: Deeply master the Rocketlane product and "Nitro" AI features to lead technical discovery; you will be expected to achieve Product Admin level certification via Rocketlane Academy.
• Stakeholder Management: Navigate multi-threaded enterprise environments, building relationships with Post-Sales, Customer Success, and Services Leadership.
• Market Expansion: Provide feedback to the product and leadership teams as we discover new sub-verticals and use cases within the evolving services TAM.

Benefits

• Equity: Meaningful Series B equity package.
• High Empathy, High Accountability: We care deeply about our people and their growth, but we maintain a high bar for excellence and ownership.
• Deep Curiosity: We are lifelong learners who strive to be subject matter experts in our domain and our customers' businesses.
• Builder Mentality: We value the grit required to win in a new category and the bias toward action needed to scale a Series B startup.
• Impact and ownership: You won’t just be another cog in the machine; here, you’re more like a turbocharged engine part. Bring your ideas, make them happen.
• Work with the best: We’re a team of passionate, quirky, and ridiculously talented people. Come for the work, stay for the memes.
• Celebrate wins: Whether we’re hitting major milestones or celebrating new funding, we like to mix it up. From rap videos to team outings, we believe in celebrating big.
• Learn and grow: We’re all about learning—and we’re not just talking about the latest SaaS trends. You’ll grow your career, pick up new skills, and maybe even learn to love Excel (or at least tolerate it).
• Flexibility and balance: While we love collaborating in the office five days a week, we know everyone has their own rhythm. That’s why we offer flexibility around hours—so you can bring your best energy, whether you’re an early bird or a night owl. Pajamas optional (at least outside the office).

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed