Job description

HELP FIX CUSTOMER-CENTRICITY AT SCALE Every company wants to become more customer-centric. At TheyDo, we make that ambition real. Our AI-powered journey management platform helps the world’s largest enterprises align around what matters most: their customers. By bringing scattered data and teams together, we empower smarter decisions and better experiences. Since 2019, global leaders across industries — including Ford, Cisco, Johnson & Johnson, Siemens, Home Depot, and Lufthansa — have trusted us to scale journey management and deliver measurable impact. Backed by $50M from top-tier investors, including Blossom and 20VC, we are building a category-defining company. Our fully remote team of 100+ TheyDoers represents 30+ nationalities across 27 countries, united by a customer-led, people-first culture. Our mission is clear: Make journey management the most powerful business tool in the world. If you’re looking for a place where your work shapes the future of how companies operate, join us. Let’s build it together. THE ROLE Journey management is becoming a must-have for the world's biggest companies, and TheyDo is the platform leading the category. Enterprises like Ford, Cisco, Vodafone and Pfizer already use TheyDo to understand their customers end to end and decide where to act. Now we're going after the rest of North America's biggest brands, and we want you leading the charge. As a Senior Account Executive, you'll take a greenfield territory of enterprise accounts, open the doors, and land the new logos that define TheyDo's next chapter. You'll be based in the US or Canada, working remotely and reporting to Natalie linkedin.com. You'll join a North American sales team of 4 AEs, backed by SDR, Enablement and Customer Success colleagues across North America and Europe. WHY THIS ROLE, NOW The timing couldn't be better. Customer experience has moved into the boardroom, and enterprises want a way to turn it into decisions. TheyDo gives them that, and our customers are proving it. North America is wide open. Your target list is full of companies that look just like the ones already buying from us, and most of them have never had a TheyDo conversation. We know what wins. Now we need someone to scale it and put their name on the logos that come next. This is the moment to join: early enough to shape how we win, with the proof that we do. WHAT YOU'LL DO This is a role built around creating revenue that didn't exist before, not managing revenue that already does. Build your own pipeline. You'll start from a target list, not a book. - Own a named list of North American enterprise accounts and decide where to focus, based on signal rather than hope - Source most of your pipeline yourself through outbound, account-based plays with BDR and Marketing, events and executive networking - Break into accounts with no existing relationship and find the senior person who owns the customer experience problem Win the first deal. You'll take a cold account all the way to signature. - Run complex, multi-stakeholder cycles from first conversation through discovery, business case, procurement and close - Sell on value to C-level and VP buyers across CX, Product and Digital: a business case a CFO will sign, not a feature tour - Land mid-to-high six-figure first deals, structured to expand, and hand them to Customer Success with the context to grow them Shape how we win. You'll help write the North American playbook. - Refine our ICP, messaging and sales motion based on what you see in the field - Share buyer insight with Product so they can act on it - Forecast accurately and keep the team informed through clear async updates WHAT THIS ROLE ISN'T We'd rather be clear now than have the wrong person find out six months in. - It isn't account management. You won't inherit renewals or an installed base to upsell. If most of your number has come from growing existing customers, this probably isn't your role. - It isn't inbound-led. Marketing and SDR will support you, but you'll be expected to create most of your own pipeline. - It isn't a finished machine. If you need fully built enablement, years of territory data and a playbook that tells you what to do next, you'll find this frustrating. If you want to help build those things, you'll find it energizing. WHAT WE'RE LOOKING FOR - 4+ years closing B2B SaaS deals, with most of that in enterprise new-business roles selling into large North American organizations - A track record of exceeding annual quotas, where the majority of your closed revenue came from net-new logos you sourced yourself. Be ready to walk us through the numbers - Proven ability to land mid-to-high six-figure first deals with enterprises that weren't customers before - Experience selling a platform or new-category product, where you had to create the need rather than respond to an RFP - A value-selling methodology (MEDDPICC, Command of the Message or similar) you actually use, not just know - Confidence engaging C-level buyers, building consensus across stakeholders and navigating enterprise procurement, security and legal - You'd rather start with a blank target list than a handed-over book, and you're energized by a scale-up where the product and playbook move fast Bonus points if you have experience selling to CX, Product, Digital or Design leaders WHAT WE OFFER OUR PERMANENT EMPLOYEES: 💰 Competitive compensation and pre-IPO equity - we like to give our team members ownership with our stock package. When TheyDo succeeds, we all succeed! 🌍 Fully remote working with flexible hours - we're staunch advocates for autonomy and flexibility. 🩺 Health Insurance benefit - at TheyDo our team’s health and wellbeing are a priority. We include tailored support for every employee, regardless of location. 🌴 Flexible holiday days – We love what we do and equally love taking a break. You'll have a minimum of 25 days of paid holiday per year (pro rata), in addition to public holidays and an extra three days during our annual company-wide winter shutdown in December. 🧠 Learning and Development budget we encourage everyone to take ownership and invest in their growth and development, providing financial support to benefit you in your role and career. 🧘‍♂️Wellbeing budget - nurture your mind and body. We’ll support you in looking after you, whether it's meditation, mindfulness, or a yoga/gym membership. 👪 Paid parental leave - we'll ensure financial support and time off for you to bond with the newest little members of your family (6 months for the primary carer, and 6 weeks for the secondary carer - fully paid). We provide paid childcare leave when you need to take time out to help your little one recover. 👨‍💻Home office or co-working support - choose your ideal workspace with our home office or co-working budget. Whether you prefer the comfort of your home office or the collaborative atmosphere of a co-working space, we've got you covered. 🗺️ Company events - we regularly connect in-person to strategise, reflect or simply have fun. Our most recent company retreats were held in Spain, Portugal and France. ⚒️ Latest tech & tools - MacBook Air or Pro, we want you to have the equipment that you’re most comfortable with. We use tools such as Gather, Slack, Notion, Loom, G:Suite and naturally TheyDo to work collaboratively and asynchronously. 🚀 Continuous growth of our benefits package as we continue to grow in size To any recruitment agencies, we appreciate you would like to support us but we do not accept any unsolicited CVs or introductions. About TheyDo Our core values are the driving force behind every decision we make. We ‘Journey together’ along a path of collaboration and synchronization. In everything we do, we ‘Own it’, never shying away from taking action or making decisions. Our ‘Cloaks off’ mentality ensures that transparency and integrity reign supreme. We ‘Simply to accelerate', cutting through complexity to focus on what truly matters and moving forward with clarity and speed Moreover, ‘Customer Fueled’ innovation is at the heart of our work, as we know that the success of our product is directly linked to how we involve our customers in the process. TheyDo is an equal opportunities employer. Our customers are diverse, and we believe our organisation should be, too. We nurture an inclusive culture where everyone feels equally important, no matter their background or status. We will never discriminate on the grounds of gender, civil status, family status, sexual orientation, religion, age, disability, education, or race. Our commitment to building a diverse and inclusive TheyDo includes making reasonable adjustments to the interview process. If you need any adjustments, please reach out to your Talent Partner. If you are a woman or part of an underrepresented group, we encourage you to apply. Even if you don’t check every box — your skills and perspective could be just what we need to succeed. We value diversity and know you bring something unique to the table! #LI-Remote

Requirements

Must-haves

Our mission is clear: Make journey management the most powerful business tool in the world.
If you’re looking for a place where your work shapes the future of how companies operate, join us. Let’s build it together.
The timing couldn't be better. Customer experience has moved into the boardroom, and enterprises want a way to turn it into decisions. TheyDo gives them that, and our customers are proving it.
This is the moment to join: early enough to shape how we win, with the proof that we do.
This is a role built around creating revenue that didn't exist before, not managing revenue that already does.
Build your own pipeline. You'll start from a target list, not a book.
Own a named list of North American enterprise accounts and decide where to focus, based on signal rather than hope
Source most of your pipeline yourself through outbound, account-based plays with BDR and Marketing, events and executive networking
Break into accounts with no existing relationship and find the senior person who owns the customer experience problem
Win the first deal. You'll take a cold account all the way to signature.
Run complex, multi-stakeholder cycles from first conversation through discovery, business case, procurement and close
Sell on value to C-level and VP buyers across CX, Product and Digital: a business case a CFO will sign, not a feature tour
Land mid-to-high six-figure first deals, structured to expand, and hand them to Customer Success with the context to grow them
Shape how we win. You'll help write the North American playbook.
Refine our ICP, messaging and sales motion based on what you see in the field
Share buyer insight with Product so they can act on it
Forecast accurately and keep the team informed through clear async updates
We'd rather be clear now than have the wrong person find out six months in.
It isn't account management. You won't inherit renewals or an installed base to upsell. If most of your number has come from growing existing customers, this probably isn't your role.
It isn't inbound-led. Marketing and SDR will support you, but you'll be expected to create most of your own pipeline.
4+ years closing B2B SaaS deals, with most of that in enterprise new-business roles selling into large North American organizations
A track record of exceeding annual quotas, where the majority of your closed revenue came from net-new logos you sourced yourself. Be ready to walk us through the numbers
Proven ability to land mid-to-high six-figure first deals with enterprises that weren't customers before

Nice-to-haves

Bonus points if you have experience selling to CX, Product, Digital or Design leaders

Application prep

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

Keywords to mirror

airest

Platform: ashby
Effort: quick

Benefits

Benefits detected in the listing.

Health Insurance

Parental Leave