Job description

About the Company Warmly is the AI-native GTM platform that learns your business. Two AI agents — Inbound Agent and TAM Agent — powered by one context graph, deliver full-funnel coverage: de-anonymizing website visitors at the person level, surfacing real-time buying intent, and deploying autonomous agents that engage prospects via chat, email, and ads the moment they're ready to convert. Backed by Y Combinator, Felicis, NFX, Sequoia, and RTP Global with $17M+ raised, we crossed $7M ARR in early 2026 with 350+ customers including New Relic, Cyberhaven, and CircleCI. This isn't a company where sales reps grind cold lists. Our pipeline is warmbound — inbound leads who've already visited our site, engaged with our AI chat, or triggered intent signals. Your job is to turn that warm signal into revenue. About the Role As a Mid-Market & Strategic Account Executive at Warmly, you own complex, multi-stakeholder deals from first demo to closed-won — running a warmbound pipeline of inbound prospects already showing intent on our platform, plus outbound prospecting into high-fit target accounts using Warmly's own intent data. You'll work deals through a structured 7-stage pipeline, qualify with MEDDIC, navigate procurement, and multi-thread deep into accounts to build consensus and close. Ramped quota is $80K/month in closed-won revenue. This is not an entry-level AE seat. You'll be working larger accounts with longer sales cycles, multiple decision-makers, and real procurement processes. We need someone who's been in the room with VPs and C-suite buyers, knows how to run a mutual action plan, and can manage 4–6 week deal cycles without losing momentum. You'll be joining an 8-person AE team that shares deals openly and pressure-tests each other's pipeline in bi-weekly Deal Pick Apart sessions. The culture is collaborative but high-accountability — every deal has a severity rating, every stage has exit criteria, and the AI tooling we've built means nothing hides. We've invested heavily in AI-powered sales infrastructure. You'll wake up every morning to a Slack report that tells you exactly which deals need attention, which contacts to enroll in sequences, and where your MEDDIC gaps are — all generated by our in-house AE CoPilot agent. This isn't a nice-to-have. It's how we sell. What You'll Do • Run 10–15 net new inbound demos per week from our warmbound pipeline — prospects who've visited our site, engaged with AI chat, or triggered intent signals • Prospect outbound into target accounts — use Warmly's intent data, visitor signals, and enrichment tools to identify and book meetings with high-fit accounts that haven't come inbound yet • Own the full cycle: discovery, demo, solution scoping, proposal, negotiation, close • Qualify rigorously with MEDDIC — identify champion, economic buyer, pain, metrics, decision criteria, and decision process at every stage • Multi-thread into accounts: build relationships beyond the champion into economic buyers, procurement, and cross-functional stakeholders • Use AI tooling daily: review your AE CoPilot pipeline intelligence reports, act on coaching from the Call Coach agent, leverage Sybill for call intelligence and MEDDIC scoring, and use Claude Code for deal prep and analysis • Maintain ruthless CRM hygiene — every deal has accurate stage, amount, MEDDIC fields, next steps, and close dates in HubSpot • Participate in bi-weekly Deal Pick Aparts where you'll present deals for cross-functional pressure-testing with leadership, RevOps, Marketing, and our SE • Enroll contacts in Outreach sequences and manage multi-touch follow-up cadences across the sales cycle • Collaborate cross-functionally with Marketing on lead quality feedback, with Product on feature requests, and with RevOps on process improvements Your Daily Toolkit This is an AI-native sales team. You'll work across these tools every day: • HubSpot CRM • Outreach • Slack • Zoom • Notion • Spekit • HeyReach What We're Looking for • 4+ years closing new-logo SaaS deals with at least 2 years selling into mid-market or strategic accounts ($30K+ ACV). You've run full-cycle deals with multiple stakeholders, not just transactional closes • Proven track record against quota — you can point to consistent attainment selling into accounts with real buying committees and procurement involvement • Deep experience with MEDDIC or MEDDPICC — you don't just know the acronym, you use it to qualify hard, map power, and build a business case that gets deals through procurement • Multi-threading is second nature — you know how to get above and around the champion to economic buyers, legal, IT, and cross-functional stakeholders. You've run mutual action plans to keep complex deals on track • Comfort with AI tools — you don't need to be technical, but you're genuinely excited about using AI to sell smarter. You'll be expected to work with Claude Code, Sybill, and our internal AI agents daily • CRM discipline — you keep your pipeline clean because you understand that data quality drives everything: forecasting, coaching, and your own deal execution • Executive presence — you can run a boardroom-ready demo, hold your own in a negotiation with procurement, and write a follow-up that moves the deal forward • Experience with HubSpot or Salesforce and a sequencing tool like Outreach, Salesloft, or similar Bonus points if • You've sold into VP/C-suite marketing or sales buyers (you understand the persona and the budget dynamics) • You've worked at a Series A–C stage startup where things move fast, process is still being built, and you helped shape the sales motion • You've sold against incumbents like Qualified, 6sense, Demandbase, or ZoomInfo and know how to position against them in competitive deals • You've navigated deals with security reviews, legal redlines, or multi-department sign-off Why Warmly • Warmbound pipeline — you're not cold calling. Prospects come to you with real intent signals, and our AI chat is already qualifying and booking meetings before you even open Slack • AI-augmented selling — we've built internal tooling (AE CoPilot, Call Coach) that most sales teams won't have for years. You'll learn how to sell with AI, not just about AI • Real ownership — small team, transparent culture, direct access to the CEO, CRO, and Head of Product. Your feedback shapes the product and the process • Growth trajectory — $7M ARR and scaling. Early enough to make an outsized impact, funded enough to execute

Requirements

Must-haves

Run 10–15 net new inbound demos per week from our warmbound pipeline — prospects who've visited our site, engaged with AI chat, or triggered intent signals
Prospect outbound into target accounts — use Warmly's intent data, visitor signals, and enrichment tools to identify and book meetings with high-fit accounts that haven't come inbound yet
Own the full cycle: discovery, demo, solution scoping, proposal, negotiation, close
Qualify rigorously with MEDDIC — identify champion, economic buyer, pain, metrics, decision criteria, and decision process at every stage
Multi-thread into accounts: build relationships beyond the champion into economic buyers, procurement, and cross-functional stakeholders
Maintain ruthless CRM hygiene — every deal has accurate stage, amount, MEDDIC fields, next steps, and close dates in HubSpot
Participate in bi-weekly Deal Pick Aparts where you'll present deals for cross-functional pressure-testing with leadership, RevOps, Marketing, and our SE
Enroll contacts in Outreach sequences and manage multi-touch follow-up cadences across the sales cycle
Collaborate cross-functionally with Marketing on lead quality feedback, with Product on feature requests, and with RevOps on process improvements
Your Daily Toolkit
This is an AI-native sales team. You'll work across these tools every day:
4+ years closing new-logo SaaS deals with at least 2 years selling into mid-market or strategic accounts ($30K+ ACV). You've run full-cycle deals with multiple stakeholders, not just transactional closes
Proven track record against quota — you can point to consistent attainment selling into accounts with real buying committees and procurement involvement
Deep experience with MEDDIC or MEDDPICC — you don't just know the acronym, you use it to qualify hard, map power, and build a business case that gets deals through procurement
Multi-threading is second nature — you know how to get above and around the champion to economic buyers, legal, IT, and cross-functional stakeholders. You've run mutual action plans to keep complex deals on track
Comfort with AI tools — you don't need to be technical, but you're genuinely excited about using AI to sell smarter. You'll be expected to work with Claude Code, Sybill, and our internal AI agents daily
CRM discipline — you keep your pipeline clean because you understand that data quality drives everything: forecasting, coaching, and your own deal execution
Executive presence — you can run a boardroom-ready demo, hold your own in a negotiation with procurement, and write a follow-up that moves the deal forward
Experience with HubSpot or Salesforce and a sequencing tool like Outreach, Salesloft, or similar
You've sold into VP/C-suite marketing or sales buyers (you understand the persona and the budget dynamics)
You've worked at a Series A–C stage startup where things move fast, process is still being built, and you helped shape the sales motion
You've sold against incumbents like Qualified, 6sense, Demandbase, or ZoomInfo and know how to position against them in competitive deals
You've navigated deals with security reviews, legal redlines, or multi-department sign-off

Nice-to-haves

Bonus points if

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

Platform: dover
Effort: medium