Enterprise Account Executive
About The Position
We’re partnered with Guava (https://goguava.ai/ [https://goguava.ai/]), an early-stage voice AI company building infrastructure designed for complex, regulated environments, to hire an Enterprise Account Executive. This person will own new-logo acquisition across Guava’s largest and most strategic accounts, building pipeline from the ground up, navigating complex multi-stakeholder buying processes, and closing business with organizations operating at scale across regulated industries. This is a high-autonomy hunting role for someone who is comfortable selling a technical product to both technical and business stakeholders within the same sales cycle, including CTOs, engineering leaders, CROs, COOs, and operations executives.
Requirements
- 10+ years of enterprise B2B sales experience with a consistent record of closing net-new logos.
- Experience selling complex technical or infrastructure-oriented products, ideally across API platforms, SaaS, AI/ML, voice technology, or communications.
- Proven success navigating longer, multi-stakeholder sales cycles of 3+ months.
- Experience selling into regulated industries such as healthcare, financial services, or insurance.
- Comfortable selling simultaneously to technical buyers, including CTOs and engineering leaders, and business executives such as CROs, COOs, and VPs of Operations.
- Strong outbound orientation with the ability to independently create pipeline and develop strategic accounts.
- Excellent executive presence and C-suite communication skills.
- Highly organized with strong forecasting discipline and CRM hygiene.
- Comfortable operating with significant autonomy in a fast-moving environment.
- Must be based in the US.
Nice To Haves
- Direct experience selling into BPOs, healthcare systems, banking or lending organizations, or insurance carriers.
- Familiarity with compliance-driven buying environments involving SOC 2, HITRUST, PCI, or HIPAA.
- Early or growth-stage startup experience helping define or build an enterprise sales motion.
- Experience partnering closely with Solutions Engineering or Forward Deployed Engineering teams.
Responsibilities
- Own outbound prospecting and pipeline generation across strategic enterprise accounts, building your own book of business.
- Identify, engage, and multi-thread key stakeholders across technical, operational, and executive functions.
- Develop and execute strategic account plans across Guava’s core verticals, including healthcare, banking, insurance, BPOs, and tech-native platforms.
- Partner with marketing and SDR resources to convert inbound interest into qualified enterprise opportunities.
- Run full-cycle enterprise sales processes from initial outreach and discovery through negotiation and signed contract.
- Lead discovery, solution positioning, and value-based conversations with both technical and executive stakeholders.
- Partner closely with Solutions Engineering and Forward Deployed Engineering teams throughout technical evaluations and POCs.
- Navigate procurement, legal, security, and compliance reviews common within large regulated organizations.
- Maintain disciplined pipeline management, forecasting, and CRM hygiene.
- Develop deep expertise in Guava’s target industries and the broader voice AI landscape, bringing market feedback directly to product and leadership.
- Represent Guava at industry events, conferences, and executive-level meetings.
Benefits
- Competitive base salary, uncapped commission, and equity.
- OTE range: $300,000-$500,000, based on experience and performance.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
