Enterprise Account Executive
Strella · Strella HQ New York City · hybrid
We’re looking for an Enterprise Account Executive to join us at a pivotal moment in our growth journey. You’ll partner directly with our Head of Growth and Founders to refine our enterprise go-to-market strategy, offering, and playbook. You’ll own the sales process end to end: generating pipeline, navigating complex, multi-stakeholder deals, and landing and expanding into some of the world’s largest enterprise accounts.
ABOUT STRELLA
Strella is reimagining market research with AI. Our platform conducts in-depth, AI-moderated interviews and transforms customer conversations into actionable insights in a fraction of the time of traditional research.
We’re building a new model for market research that combines the speed and scale of AI with the strategic expertise of world-class researchers. Our mission is to make high-quality customer understanding faster, more accessible, and more impactful for every business.
COMPANY HIGHLIGHTS
- Explosive Growth: We’ve more than quadrupled our annual recurring revenue over the past year, demonstrating strong demand for a fundamentally better way to conduct research.
- Enterprise Traction: Trusted by leading brands including J.Crew, Chobani, DraftKings, and to uncover customer insights and inform critical business decisions.
- Strong Investor Backing: Raised capital from Bessemer Venture Partners to accelerate our mission of transforming the market research industry.
- Massive Market Opportunity: We’re bringing AI-native technology to a $100B+ global insights industry, replacing slow, expensive research processes with a faster, more scalable approach.
- Building the Future of Research: We’re expanding beyond software into a new model of full-service insights, combining AI-powered research with expert-led strategy. You’ll be among the earliest hires helping shape this offering.
WHAT YOU’LL DO
GENERATE PIPELINE AND BUILD RELATIONSHIPS
- Run outbound: Develop creative campaigns, test messaging, and run multi-threaded outreach (email, LinkedIn, calls)
- Own your pipeline: Build, maintain, and nurture your pipeline and target account list
- Qualify rigorously: Qualify inbound and outbound leads so your time goes to the highest-value deals
- Build genuine relationships: Be a trusted advisor to prospects navigating a fast-changing research landscape, someone they turn to for guidance and honest advice
MANAGE THE END-TO-END SALES PROCESS AND EXPANSION
- Lead consultative discovery: Uncover the prospect’s goals, pain points, and decision process
- Build tailored demos: Customize demos to each prospect and their environment
- Run successful pilots: Define clear success criteria upfront and partner with Customer Success to drive each pilot to a confident buying decision
- Manage complex deals: Project-manage long buying processes across multiple stakeholder groups (buyer, procurement, legal)
- Make the business case: Build ROI cases tied to the buyer’s key KPIs and goals
- Forecast accurately: Call deal likelihood, contract value and close dates with accuracy
- Negotiate and close: Structure contracts that are fair, scalable, and set accounts up for long-term expansion
- Expand: Grow initial wins into multi-market, multi-function, multi-year agreements
BUILD THE ENTERPRISE PLAYBOOK AND ROADMAP
- Partner with leadership: Work closely with the Head of Growth and Founders on strategy, messaging, pricing, and sales ops
- Close the loop with product: Bring back customer learnings to keep improving our enterprise offering
- Shape the playbook: Help define what great looks like, how we scale, and how we improve funnel conversion
- Know the market: Stay on top of competitor moves and market trends to sharpen messaging and objection handling
WHO YOU ARE
- You’ve consistently hit or exceeded quota selling to Enterprises, ideally to insights or marketing teams
- You’ve closed six-figure deals with Fortune 500 companies, including complex, multi-stakeholder deals with long sales cycles
- You’ve sold enterprise SaaS, martech, or market research
- You’ve self-sourced deals and built your own pipeline
- You’ve worked in a founding AE or early seller role
- You’re naturally curious, great at discovery, and deeply customer-centric
- You’re hungry to own a number and for hunting new business and deals
- You’re a good listener who builds genuine relationships
- You’re a creative problem solver who thinks on your feet
WHY STRELLA
- Huge greenfield market and early traction with top logos
- An AI-native product that customers rave about
- Massive impact: join early and help shape the company
- Competitive salary, early equity, healthcare, flexible PTO, and a 401(k)
- Hybrid culture with high trust and low ego
- Opportunities to travel to conferences and meet key customers