Business Development / Strategic Account Executive

Rockstar•San Francisco, CA

3d•$200,000 - $300,000•Hybrid

About The Position

Rockstar is recruiting for a market-leading AI voice agent for mortgage lenders. The client is a fast-growing startup founded in 2024 that has grown from ~$0 to $13M in 20 months and counts 6 of the 10 largest independent mortgage banks in the U.S. as enterprise customers. They have raised $21M across Seed and Series A from top investors. Their mission is to make the cost of owning a home in the US ~1% cheaper. Around 1% of the U.S. labor force works in phone sales, representing roughly $100B of annual salary, and the industry is poised at the brink of complete disruption. The company is at the cutting edge of this economic transformation, one of the first companies creating real, durable economic value through applied AI. Buying a house is the largest financial decision most people make in their lives, and homeownership is tied to many other purchases, including life insurance, homeowners insurance, alarm systems, home renovations, solar panels, and more. By owning the mortgage vertical, the company will own the relationship with the consumer, allowing it to serve as the essential AI infrastructure for high consideration consumer sales. The company’s AI voice agents hold real conversations with real people, on behalf of some of the largest mortgage lenders in the country. The company has built a product that already operates at meaningful scale and produces measurable results for customers. Now it is looking for an Account Executive to help the company grow into those accounts, and land the rest of the big lenders too. You’ll own the sales process end-to-end, from identifying the right companies and getting in the door through running a thoughtful evaluation and closing the deal. The customers are large, sophisticated financial institutions, so the sales process is rarely simple: you’ll work across business leaders, sales teams, compliance, technology, and executives to understand how they operate and build a case for deploying the company’s product. The company has found that landing big customers is surprisingly easy, so most of the work will be after launch, to prove ROI and the business case for expansion. This is a high-ownership role on a small team. You won’t inherit a rigid sales playbook. You’ll help figure out how the company sells: which customers to pursue, how to navigate complex organizations, how to demonstrate ROI, how to expand across use cases and across business units, and how to turn early deployments into 7-figure relationships.

Requirements

A track record of successfully selling complex B2B products, ideally with large contract values and sophisticated enterprise customers
Experience owning sales cycles end-to-end, from creating an opportunity through negotiation and close
A clear, effective communicator with real polish. You can build credibility with everyone from an operator evaluating the product to an executive making the final decision
Strong commercial judgment. You can understand how a customer makes money, identify where the company creates value, and turn that into a compelling reason to buy
Good data intuition. You don’t need to be a SQL or spreadsheet expert, but you should be comfortable assembling an ROI model and understanding what it’s telling you
Comfort navigating complex organizations and coordinating multiple stakeholders with different priorities
High ownership and initiative. You’re comfortable operating without a fully developed playbook and figuring out what works
The ability to thrive in a fast-moving environment where the product, market, and sales process are all evolving quickly

Nice To Haves

Experience selling enterprise SaaS, AI, or other technical products
Experience selling usage-based products where expansion is how the money is made
A history of closing large ACV deals
Experience selling into mortgage, lending, banking, or another regulated financial services vertical
Experience selling a product where proving ROI through a pilot or evaluation is an important part of the sales process
Experience at an early-stage startup or helping build a sales motion from the ground up

Responsibilities

Own the full sales cycle for strategic accounts: prospecting, discovery, pilot, close, and expansion
Build relationships with executives and other key stakeholders at large mortgage lenders and financial institutions
Understand how a prospective customer actually operates and identify where the company can have the largest impact
Develop compelling business cases around revenue lift and ROI using real data from the company’s deployments and A/B tests
Navigate complex enterprise sales processes involving business, technology, procurement, compliance, legal, and security teams
Design pilots and evaluations that give customers a clear path from initial test to large-scale deployment
Build and maintain a high-quality pipeline rather than relying exclusively on inbound demand
Work closely with product and customer teams to bring market feedback into what the company builds next
Help develop the sales playbooks, positioning, and operating standards that the team will use as it scales