Account Executive

Roadrunner•San Francisco, CA

5d•Onsite

About The Position

At Roadrunner, we’re replacing the broken CPQ software that Sales teams have complained about, worked around, and given up on for years. Not improving it - replacing it. We’re building a new agentic stack called PQA - Prompt, Quote, Approve, designed for the enterprise, on a data model built for how pricing actually works today. We’re Kleiner Perkins’ first incubation since Glean, led by second-time founders with successful exits, and a team of engineers from Snowflake, Databricks, Citadel, Meta, Robinhood, Brex, and so on. We’re in-person in San Francisco, and we’re just getting started.

Requirements

5+ years in enterprise SaaS sales with a consistent track record of closing 6- and 7-figure ACV deals.
Experience running complex, multi-threaded deal cycles end-to-end, from cold outreach to signed contract.
Strong executive presence and the ability to build credibility quickly with CROs, CFOs, and VP-level buyers.
A builder's mentality: you're energized by figuring out what works, not just running an established playbook.
Self-sufficient and pipeline-driven - you know how to generate your own opportunities and don't wait for inbound.

Nice To Haves

Experience selling CPQ, deal desk, or RevOps tooling (Salesforce CPQ, DealHub, Conga, Apttus, or similar).
Prior experience as an early or founding sales hire at a high-growth startup.
Familiarity with enterprise pricing complexity: tiered pricing, usage-based models, multi-product bundling, or approval workflows.

Responsibilities

Own the full sales cycle for enterprise accounts, from self-sourced prospecting through discovery, demo, negotiation, close, and renewal.
Build pipeline by identifying and targeting key enterprise buyers (CROs, VPs of Sales, RevOps, and Finance leaders) at complex, high-volume sales organizations.
Run consultative discovery to understand how prospects manage quoting, pricing approvals, and deal desk workflows today, and connect Roadrunner's value directly to their pain.
Negotiate and close 6- and 7-figure ACV deals, navigating procurement, legal, and finance stakeholders with speed and precision.
Partner closely with the founding team to shape our sales motion, refine our ICP, and build the playbooks that will define how Roadrunner goes to market.
Collaborate cross-functionally with Solutions Engineering, Product, and Customer Success to ensure seamless handoffs and long-term customer value.
Bring structured market and customer feedback to the product team to help drive our roadmap.