Account Executive

Posit

23d•$141,200 - $182,600•Remote

About The Position

Posit (formerly RStudio) builds open-source software for data science, scientific research, and technical communication—so that the production and consumption of knowledge is open to everyone, regardless of economic means. Our open-source projects (the tidyverse, Shiny, Quarto, R Markdown, and more) and our professional products (Posit Workbench, Posit Connect, and Posit Package Manager) help data science teams move from exploration to production without vendor lock-in. We’re a Public Benefit Corporation and Certified B Corp, and we’re building a 100-year company. We have no plans to sell or go public. That long horizon shapes how we hire, how we partner, and how we sell: with patience, candor, and a clear point of view about what code-first data science should look like inside the enterprise. Our Commercial sales team owns new business across SMB, Mid-Market, and Commercial accounts. We work alongside Qualified, our AI-powered sales development platform, to engage prospects, qualify inbound interest, and surface high-intent buying signals—so AEs can spend their time on the conversations that matter most. We’re hiring a Account Executive to own the full sales cycle across inbound and outbound opportunities. You’ll generate pipeline, advance qualified opportunities, and close new business while serving as a trusted advisor to data science, analytics, and platform/IT leaders who are standing up serious data science inside their organizations.

Requirements

2+ years of full-cycle SaaS sales experience with a clear track record of exceeding quota in Commercial segments.
Demonstrated success running both inbound and outbound motions, including self-generated pipeline.
Experience selling complex software to a mix of technical and business stakeholders.
Strong consultative selling skills: you can uncover the real problem, build a credible business case, and guide a buying committee to a decision.
Fluency with a qualification framework such as MEDDIC, MEDDPICC, Challenger, or similar.
Sharp verbal, written, and presentation skills—comfortable with individual contributors and with executive decision-makers.
Disciplined forecasting and CRM craft, including Salesforce, Gong, and modern sales engagement platforms.
Highly organized and self-motivated, with the temperament to thrive in a fast-paced, remote-first environment.

Nice To Haves

Experience using AI-powered sales tools and automation to lift productivity and conversion.
Genuine curiosity for data science, analytics, developer tooling, and how engineering teams adopt new infrastructure.
Experience selling data, analytics, developer, infrastructure, or technical platform products.
Prior experience with Qualified, Drift, or other AI-powered conversational sales platforms.
Familiarity with open-source data science tools—R, Python, Quarto, Shiny, the tidyverse—or comfort getting up to speed quickly.
Experience selling to technical buyers: data scientists, analysts, engineers, architects, and IT/platform leaders.
Experience inside product-led growth motions and driving free-to-paid conversion.
Track record of mentoring newer reps or contributing to sales process and playbook improvements.

Responsibilities

Own the full sales cycle—prospecting through close—across SMB, Mid-Market, and Commercial accounts.
Build and execute outbound prospecting plays targeting key accounts, buying personas (data scientists, analytics leaders, platform/IT), and high-intent expansion opportunities.
Monitor Qualified’s lead queue and buying signals in real time so the right prospects get a fast, well-informed response.
Run consultative discovery to understand each team’s workflow, governance constraints, technical environment, and what “good” looks like for them in 12 months.
Deliver tailored demonstrations that connect Posit Workbench, Posit Connect, and Posit Package Manager to concrete customer use cases.
Develop account strategies, map buying committees, and build executive relationships that move complex, multi-stakeholder cycles forward.
Lead proposals, commercial negotiation, procurement, and legal—closing business cleanly and on terms both sides can live with.
Keep a healthy pipeline with disciplined opportunity management, honest forecasting, and consistent Salesforce hygiene.
Provide reliable weekly forecasts, commit/upside calls, and pipeline insights to sales leadership.
Consistently hit and exceed monthly, quarterly, and annual revenue targets.
Partner closely with Qualified to convert high-intent inbound opportunities and get the most out of every AI-generated handoff.
Co-sell with our ecosystem partners—Databricks, Snowflake, AWS, Microsoft, and Google—to meet customers where they already work and accelerate time-to-value.
Use structured qualification (MEDDIC, MEDDPICC, or similar) in collaboration with sales leadership to validate opportunity quality, stakeholder alignment, business impact, and purchasing timelines.
Work across Solutions Engineering, Customer Success, Marketing, Product, and Leadership to deliver one continuous customer experience.
Bring customer signal back inside the company—what’s landing, what isn’t, what we’re missing—to sharpen messaging, qualification, and our go-to-market motion.

Benefits

Competitive compensation
Extensive human-first, people-focused benefits
100% of medical, dental, and vision insurance premiums are covered for employees and their families
Fertility and gender-affirming healthcare is included in all of our plans
Supplemental mental health and wellness benefits are available via Ginger
Gender-neutral paid parental leave policy covers all new parents, including foster and adoptive parents
401k enrollment starting on day one
Substantial yearly match to employee 401K contributions after six months of employment
Annual profit-sharing bonus
$400 monthly reimbursement for coworking space rental
Lifestyle Savings Account offers an initial deposit of $1800 and then an additional quarterly stipend of $375
Flexible environment
Generous vacation policy that encourages a minimum of four weeks PTO per year
15 paid company holidays