Mid-Market Account Executive at Strella

Job description

We’re looking for a Mid-Market Account Executive to join us at a pivotal moment in our growth journey. You’ll own the full sales cycle: generating pipeline, moving deals through the funnel, and landing new logos that become long-term customers. 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-channel 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 FULL SALES CYCLE - Lead discovery and demos: Uncover the prospect’s goals, pain points, and decision process; Tailor demos to each prospect’s use cases and team - Move deals with urgency: Manage a high volume of opportunities at once and keep each one moving toward a decision - Run successful pilots: Define clear success criteria upfront and partner with Customer Success to drive each pilot to a confident buying decision - 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 growth - Set customers up to succeed: Partner with Customer Success on smooth handoffs and scope upgrades that set accounts up to expand BUILD THE MID-MARKET PLAYBOOK - Partner with leadership: Work closely with the Head of Growth on strategy, messaging, pricing, and sales ops - Close the loop with product: Bring back customer learnings to keep improving our product and 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 sold SaaS, martech, or market research - You’ve self-sourced deals and built your own pipeline - You thrive juggling many deals at once without letting details slip - 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

Requirements

Must-haves

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.
Run outbound: Develop creative campaigns, test messaging and run multi-channel 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
Lead discovery and demos: Uncover the prospect’s goals, pain points, and decision process; Tailor demos to each prospect’s use cases and team
Move deals with urgency: Manage a high volume of opportunities at once and keep each one moving toward a decision
Run successful pilots: Define clear success criteria upfront and partner with Customer Success to drive each pilot to a confident buying decision
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 growth
Set customers up to succeed: Partner with Customer Success on smooth handoffs and scope upgrades that set accounts up to expand
Partner with leadership: Work closely with the Head of Growth on strategy, messaging, pricing, and sales ops
Close the loop with product: Bring back customer learnings to keep improving our product and 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
You’ve consistently hit or exceeded quota selling to Enterprises, ideally to insights or marketing teams
You’ve sold SaaS, martech, or market research
You’ve self-sourced deals and built your own pipeline
You thrive juggling many deals at once without letting details slip
You’re naturally curious, great at discovery, and deeply customer-centric

Nice-to-haves

None flagged.

Application prep

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

Keywords to mirror

Platform: ashby
Effort: quick

Benefits

Benefits detected in the listing.

401(K)

Pto