Enterprise Account Executive

Duckbill•San Francisco, CA

6d•$150,000 - $300,000•Onsite

About The Position

Duckbill is seeking an Enterprise Account Executive to join their team and sell their SaaS product, Skyway, which simplifies financial planning and analysis of cloud billing data for large enterprises. The company has a strong brand and existing customer base in cloud cost management and is looking to scale its sales team. The role involves inheriting demand and active opportunities while also being responsible for creating pipeline, managing deals, and contributing to the growth of the sales organization. The ideal candidate will navigate complex sales cycles, engage with diverse buyer groups (including engineering, finance, and procurement), and maintain a consistent pipeline through a combination of inbound leads, outbound efforts, referrals, and partner engagement. The role requires a proactive approach to sales, meticulous CRM management (HubSpot), and the ability to conduct insightful discovery calls to provide feedback to the product team. Duckbill emphasizes ownership, pace, follow-through, and the effective use of AI tools for productivity.

Requirements

Previous experience in an SDR role, demonstrating the ability to create pipeline.
2 to 3 years of experience in an AE role.
Ability to manage volume, with 30+ active opportunities and multiple people involved in each deal.
Willingness to continuously refill the pipeline.
Curiosity to lean into technical conversations.
Comfort with a large sales number and the drive to earn it.
Strong preference for candidates located in San Francisco due to market concentration and customer engagement opportunities.
Proficiency in using AI as a daily productivity tool for tasks such as account research, call prep, follow-up, summarization, messaging tests, and pipeline analysis.

Nice To Haves

You probably came up through SDR.
You know how to create pipeline because you have done the work yourself, not because leads showed up neatly assigned in a queue.
You’ve been in an AE role for 2 to 3 years and are ready to own a book that is actually yours.
You can run volume without letting the details fall apart: 30-plus active opportunities, multiple people involved in each deal, and a pipeline that constantly needs to be refilled.
You do not need to be a cloud or AI expert on day one. You do need to be curious. If a conversation turns technical, you should lean in, not check out.
You are not scared by a big number. We expect you to sell, not sit back and sort inbound, and we pay accordingly for those results. We do not expect you to arrive fully ramped on day one, but we do expect you to be excited by the size of the opportunity and willing to do the work required to earn it.
We strongly prefer someone in San Francisco. Our market is concentrated here, and events, dinners, and face time with customers are part of the job.
This role is not for you if… You need a large support org around you. You’ll have support from our Head of Sales, founders,, a strong technical team, and a real product to sell. You won’t have a team of BDRs, SEs, and proposal writers doing the surrounding work.
You want a whale-hunting role where you spend most of the quarter on two or three accounts. There will be big deals here, but this job is higher-volume than that. You need to be able to keep 30-plus real opportunities moving without losing the thread.
Your plan is to work inbound and “get to outbound later.” Inbound matters here, but it will not carry the number.
You need a fully formed category before you can sell. Buyers will not always have a clean budget owner, buying process, or internal vocabulary for the problem.
You roll your eyes at AI as a daily productivity tool. We use it everywhere, and we expect the same from the sales team.

Responsibilities

Own the full sales cycle: Qualify, run discovery, manage follow-up, work the buying group, and close.
Build pipeline continuously through inbound opportunities, outbound efforts, closed-lost re-engagement, referrals, events, partner conversations, and the Duckbill customer network.
Take over real opportunities quickly, learning the market, customer problems, and Duckbill's story within the first 30 days, then running pipeline with less hand-holding.
Keep HubSpot useful by ensuring notes, next steps, closed-lost reasons, and deal context are current.
Run useful discovery calls to provide feedback to the product team on buyer confusion, pitch reception, and offer adjustments.