Account Executive

gaiia

10d•Remote

About The Position

gaiia builds modern OSS/BSS software for U.S.-based CSPs. We sell into a relationship-driven market with a small, well-defined TAM, where credibility, timing, and trust matter more than volume. Our growth depends on generating high-quality pipeline through the right mix of outbound, partnerships, referrals, and in-person engagement. We’re looking for a hands-on account executive professional who both owns pipeline creation with senior buyers and acts as the quarterback internally and externally to manage & close high quality opportunities.

Requirements

Bachelor's degree in a relevant field (e.g., Business, Marketing) or equivalent practical experience.
5+ years of experience in B2B sales, preferably within the telecom or SaaS industry.
Proven track record at the top of the leaderboard, of meeting or exceeding sales quotas, and experience managing complex, multi-stakeholder sales cycles.
Excellent communication, presentation, and negotiation skills.
Ability to operate effectively in an early-stage environment with limited support and resources.
Self-motivated, proactive, and results-driven mindset.

Nice To Haves

Strong understanding of the telecom industry and history of selling into related personas.
[Advice] prospect the hiring manager to highlight your sales motion
Previous early stage AE experience or AEs from similar companies to gaiia who have sold to ISPs in the United States

Responsibilities

Develop and execute strategies to generate sufficient pipeline to meet and exceed a $1.2M+ fully ramped annual quota.
Identify and qualify leads through various channels, including cold outreach, field events and conferences, networking, and inbound inquiries.
Maintain a robust pipeline, ensuring consistent follow-up and engagement with prospects.
Conduct thorough research to understand prospects’ business needs, pain points, and how gaiia can provide value.
Lead presentations, product demonstrations, and negotiations with multiple stakeholders within prospective organizations.
Develop and deliver compelling sales proposals and contracts, effectively communicating the value of gaiia’s platform.
Manage complex sales cycles from initial contact to close, ensuring alignment with the prospects’ buying process.
Build and nurture strong relationships with key decision-makers and influencers within target accounts.
Serve as the main point of contact for prospects, addressing any questions or concerns throughout the sales process.
Foster long-term relationships to create customer loyalty and referrals.
Develop a deep understanding of our platform, its features, and its value proposition for CSPs.
Stay informed about industry trends, competitive landscape, and customer needs within the telecom sector.
Provide feedback to the product team to help shape the roadmap and address market demands.
Collaborate with the small but mighty GTM team to align on lead generation campaigns and sales enablement materials.
Work closely with the customer success and technical teams to ensure a seamless transition from sales to implementation.
Track and report on sales activities, pipeline status, and forecast to the leadership team.