Account Executive

Heron Data•New York, NY

24d•$200,000 - $300,000•Onsite

About The Position

The Account Executive role is described as being similar to a mini-General Manager, where the individual will own a book of business, set their own commercial terms, and lead a cross-functional team to close deals and onboard customers. The opportunity offers significant untapped revenue potential due to Heron's rapid growth and market share. The role provides autonomy in managing a book of accounts, negotiating pricing and deal structures, and aims to be a high-upside sales position. The sales team is composed of individuals from diverse backgrounds, not a traditional sales mill, and offers opportunities for personal growth into closing large deals, sales leadership, or go-to-market ownership. The work environment is outcome-focused with low bureaucracy, emphasizing impact in a lean, scrappy, and customer-committed team of approximately 60 people across New York and London.

Requirements

A track record of excellence in a competitive, client-facing field.
3+ years of B2B sales with strong quota attainment, OR top-bucket performance in consulting, a post-sales or deployment seat at a technical company where you carried the real work of deals, or founding a company.
Evidence of sales ability, such as quota attainment, client wins, money raised, a side business built, or a creative application.
Ability to enter an unfamiliar room, cut through the noise, and find where the value is.
Comfort selling a technical product (e.g., that uses APIs, AI/LLMs).
Credibility with both a head of underwriting and a CTO in the same meeting.
Entrepreneurial spirit: an ownership mindset, results-driven, and the ability to move quickly.
Scrappiness and creativity: ability to overcome obstacles or find unusual approaches.
Persistence: motivation to keep trying until the right answer or person is found, and willingness to go the extra mile.
Metrics-driven: thrive on meeting and exceeding targets, with a desire for impact to be measured and visible.
Ability to work in a fast-paced, high-growth, team-based environment.
Be a great team player and do what it takes for the team to succeed.
Value diversity and inclusion in the workplace and understand best practices for building products and a business as part of a team.

Responsibilities

Handle the full sales cycle, including prospecting for and qualifying leads, and moving those leads through to close.
Utilize a mix of high-volume outbound and account-based techniques for prospecting.
Direct a cross-functional deal team, effectively coordinating product, engineering, and deployment around customer needs for large deals.
Interact with many prospects daily and build deep relationships with customers.
Travel regularly across the US to conferences, industry events, and customer sites.
Spend approximately 5 days a month in person with customers.