The Role
The Account Executive will close deals from inbound sources, manage the sales cycle, handle upsells, and collaborate across departments while applying a consultative sales approach.
Summary Generated by Built In
Proper AI is the first AI-native accounting and operations platform built exclusively for the property management industry. We are growing fast, and expanding our sales team with people who want to be part of building something significant.
This is a full-cycle closing role. You will own deals from first call to signed contract, selling into property management and real estate leadership: CEOs, CFOs, Controllers, Owners, and COOs. The product is complex, the buyers are sharp, and the sales cycle is short. That is by design.
This is the kind of role that defines careers. If you want to sharpen your craft, close deals that matter, and help set the standard for how a high-performance sales team operates, this is the place.
What You Are Selling Into
Property management companies are sitting on a $20B accounting and operations problem. The traditional solution has always been in-house accounting staff, but that model is breaking down. Accounting talent is expensive, hard to hire, harder to retain, and increasingly difficult to train and manage at scale. Most operators are stretched thin and know it.
Proper AI is a fundamentally different answer. We are not a staffing firm, not a bookkeeping vendor, and not a point solution bolted onto existing software. We pair top-tier accounting talent with purpose-built AI technology to deliver a level of accuracy, consistency, and scalability that in-house teams simply cannot match. Our service is geared directly with the property management systems our clients already use (Yardi, AppFolio, RealPage) and takes on the full scope of their accounting operations.
There is no real competitor category here. You are not going up against other software companies. You are making the case for a new model entirely, one built for this era of AI, against the status quo of hiring, managing, and hoping your accounting department holds together. That is a compelling sell for the right person.
The Sale
This is a consultative, complex sale, not a transactional one. Prospects are executives and operators who think fast and ask detailed questions. They want to understand how the product actually works, how their team interacts with ours, and why this is different from what they have tried before.
Many prospects have been burned by outsourced accounting vendors in the past. Others do not yet see us as anything more than a bookkeeper. Your job is to change that perception through genuine discovery, operational fluency, and a clear-eyed case for why Proper AI is a better path forward.
You will not be starting from zero. Pipeline is generated through inbound leads and SDR-sourced outbound, and you will have support from day one. That said, this is not a role where everything is handed to you. The best AEs here bring their own instincts, help sharpen what is working, and occasionally build new ground when the opportunity is there. Sales cycles run approximately 30 days.
What Success Looks Like at 6 Months
- Achieving monthly quota of $30K to $40K MRR (roughly 5 to 6 deals per month at full ramp)
- 25 to 35% sustained close rate
- Average sales cycle under 30 days
- Forecast accuracy within 10% of committed pipeline
- Clean, accurate HubSpot records with documented next steps at all times
- Holds complex conversations with CFOs and Controllers without escalating
- Drives next steps consistently -- the buyer is never the one deciding what happens next
- Can articulate the AI-first differentiation clearly and confidently in any live conversation
Compensation
- OTE: $250,000
- Base Salary: $100,000 to $110,000
- Variable Commission: $140,000 to $150,000
- Uncapped upside with no earnings ceiling
- Top performers significantly exceed OTE
How You Earn It. Your monthly quota is $30K to $40K MRR. At an average deal size of $60,000 ACV and growing, that works out to roughly 5 to 6 deals per month to hit plan. That is a real number. It requires consistent execution across a full pipeline, and we are not going to pretend otherwise.
What makes it achievable: pipeline is provided. Inbound leads come in through paid media and SDRs are sourcing outbound on your behalf. You are not cold-calling your way to quota from a blank spreadsheet. You are closing a steady flow of qualified opportunities with a short sales cycle and a product that solves a problem prospects already know they have.
Hit your number and you earn your full variable. Exceed it and there is no ceiling. The structure rewards the reps who show up every month and close, not the ones who swing for a single big deal and coast.
Must-Have Experience
- 4 to 8 years of full-cycle closing experience in tech-enabled services, complex services, or financial services
- Experience selling where the product has a meaningful service layer, implementation complexity, or operational depth -- this is not a pure software demo sale
- SaaS experience is relevant if the sale involved multithreading across stakeholders and a complex, consultative buying process
- Comfortable selling to CEOs, Owners, CFOs, Controllers, and COOs
- Proven ability to run fast sales cycles (approximately 30 days) or compress longer ones
- Minimum 1 year of HubSpot experience
- Track record of contributing to and improving sales process, not just executing it
Strongly Preferred
- Background in FinTech, Accounting Tech, Property Management SaaS, or Vertical SaaS
- Experience selling outsourced or tech-enabled services where trust and skepticism are central to the win
- Startup or high-growth company experience -- you know what it looks like to build while operating
- Familiarity with MEDDIC, Challenger, or SPICED
The Competencies That Matter
- Fast learner who makes complex things simple. You will need to get up to speed on the product and hold detailed conversations with skeptical CFOs and Controllers. If you cannot make hard things sound clear, you will lose credibility fast.
- Active listener with controlled, confident communication. The best reps here are not high-energy pitchers. They are measured, sharp communicators who make buyers feel heard and run tight, purposeful conversations.
- Creative pain discovery. Prospects will not always volunteer their problems. You know how to find the real pain through layered questions, genuine curiosity, and a working understanding of what operational dysfunction looks like in a property management business.
- Quick on your feet. Buyers here are founders and executives who think fast and speak directly. You need to keep up, handle unexpected questions without defaulting to 'let me get back to you,' and keep deals on track when conversations shift.
- Urgency without pressure. You move deals forward through timelines and business consequences, not desperation or discounting. When a deal goes quiet, you re-engage in a way that feels genuinely useful, not pushy.
- Process discipline. You follow the sales process consistently and contribute to making it better. Clean CRM hygiene and accurate forecasting are not administrative tasks to you -- they are how a high-performance team operates.
Benefits:
- Remote Work
- Health insurance: 90% covered for employee, 75% for dependents (7 plan options)
- Dental: 90% employee / 75% dependent coverage
- Vision: 75% employee coverage
- Life and AD&D Insurance: 1x annual salary, up to $500,000, employer-paid
- 401(k)
- Unlimited PTO (beginning two months after start date)
- Computer, monitor, and mouse provided
- Monthly utility allowance ($30 USD)
- One-time home office furnishing allowance (up to $200 USD)
- Optional voluntary benefits: FSA, HSA, EAP, supplemental accident, critical illness, and hospital indemnity
Hiring Process
We use a PI Cognitive Assessment as part of our process. We weight cognitive aptitude and learning speed heavily, more so than educational background. A business, finance, or accounting degree is a plus, not a requirement.
Proper AI is an equal opportunity employer. We evaluate candidates based on competencies, capabilities, and potential.
Learn more: proper.ai
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The Company
What We Do
As of today, Proper has secured $20M in investments from Silicon Valley’s top VC companies and employs over 300 passionate problem solvers in six countries. We’re developers, designers, engineers, accountants, CPAs, project managers, and creatives. But we’re also surfers, hikers, Sichuan-eaters, photographers, yogis, artists, world travelers, meme lovers, and life-havers. We believe that being able to show up as your full self while doing work that challenges you is the secret to happiness, so we work hard to instill human-centric values into everything we do. Our penchant for streamlining processes combined with our property industry expertise is how we’re able to provide more cost-effective, efficient, scalable financial services that improve our customer’s profit margins. So if you’re looking for the peace of mind that your books are being Properly, frugally, and expertly handled by a team of property accounting specialists? You’ve come to the right place. And if you’re looking to join a team of international problem solvers who are collaborating in a culture that inspires personal growth, fosters creativity, and encourages playfulness? You’ve come to the right place, too. Our Key Values: • Feedback as the Way Forward: Feedback is how we grow, find empathy, and learn how to support each other. • Opportunity as an Outlook: We see obstacles as opportunities to improve. • Communication is the Expectation: We work in unison, set clear expectations, and share frequent updates. • Fun While Getting it Done: Laughter and fun make working together even better. • Respect Over Rank: As humble experts, we educate, support, and never treat anyone as less-than.
