Here's your chance to be one of the early employees in a start-up that aspires to dominate the way how global businesses make agreements. Pactum is an AI system that is automatically performing repetitive commercial negotiations on a massive scale. It helps to find optimal contract terms between our clients and their vendors and therefore creates value out of thin air. If you want to be a part of this revolutionary opportunity and work with the largest enterprises in the world, then look no further!
We’re looking for a passionate and resourceful Account Executive whose daily job is "logo hunting" and driving incremental revenue among Global 2000 companies. You will be responsible for closing sales deals by managing the whole sales cycle starting from developing the initial interest, running the sales discovery, creating the business case, contributing to the price negotiations, and ending with closing the deal. However, our team works unitedly, and going beyond our official responsibilities is a norm that each member of our team follows.
We are looking for someone who will:
- Use creativity in approaching global enterprises. This might involve coordinating with the business development team on target accounts, setting up account-based marketing campaigns, presenting at trade events, etc.
- Guide the lead through the sales process involving building relationships, running discovery meetings, working on the use case, building a stakeholder map, organizing signing of NDA, etc.
- Organize a discovery call with a subject matter expert, mapping requirements, and brainstorming applicability in different sections of the organization.
- Organize signing of the MSA and SOWs. Supporting the onboarding process.
- Post sale - support the enterprise team on delivering value and taking steps for upsell and cross-sell.
You are likely to succeed if you…
- Have 5-8 years maximum of proven track record in enterprise sales and/or experience selling complex software solutions.
- Have a thorough understanding of negotiating and sales techniques.
- Have a deep understanding of B2B procurement process and you've previously worked with procurement clients.
- Have proven success with prospecting, developing leads, managing complex sales-cycles, and closing deals.
- Have experience working with AI, tech, or startups (preferably) and/or are happy to work for a startup.
- Experience in data analytics, strategic sourcing, procurement and contract management applications
- Perform in a fast-paced and constantly changing environment.
- Are good at building business relationships with various stakeholders from some of the biggest companies in the world.
- Have excellent verbal and written communication skills, including the ability to create and deliver presentations tailored to the audience's needs.
- Are self-sufficient and flexible. You don’t wait for someone to tell you what to do - you are comfortable with figuring out what are the problems worth solving and how to solve them.
- Are resilient - you can deal with rejection and don’t mind having difficult conversations with people.
- Are well organized and love to get things done. Going beyond your responsibilities if needed is a norm to you, and you expect this also from your teammates.
- Are reliable and hungry for success - you deliver what you say and keep promises. Punctuality and meeting deadlines are a must to you. However, if something prevents you from doing that, you are always honest and find ways how to make things work.
- Have a strong analytical mindset and you are able to prioritize to meet deadlines and close sales in a timely manner.
- Are willing to travel as necessary.
- Feel excited about the mission of Pactum and cannot wait to help grow the company and the product.
Why should you join Pactum?
- We're backed by $55M in funding, including from our customer Maersk and our integration partner Docusign.
- We're on the lookout for outstanding talents. If you're passionate about making an impact in the B2B tech industry and helping evolve a blossoming enterprise into a global leader, Pactum is where you belong.
- Beyond offering a competitive salary, our investor backing underscores our stability and fast-paced growth.
- We believe in a balanced work-life dynamic. To support that, we offer unlimited PTO and flexible working hours.
- At Pactum, we champion a culture that's collaborative, innovative, and inclusive. Every voice is heard, every idea valued, and every team member plays an integral role in our journey.
- To discover our esteemed clients, read about our founders and product, and explore Pactum’s presence in the media: check us out at https://pactum.com/
So, what do you say? Ready for the adventure?
We know that imposter syndrome and the confidence gap can hinder spectacular candidates in the job search process. Please consider applying, even if your background and experience don’t meet every bullet point in this job post — we’d love to hear from you.
Please note that all job postings in the United States are fully remote with the option to work anywhere in the continental U.S. unless specified otherwise. For EU positions, please speak with the recruiting team about on-site/remote flexible working options, and opportunity for relocation to Estonia (please find more information here: https://www.workinestonia.com/coming-to-estonia/).
Top Skills
What We Do
Pactum is an AI-based system that helps global companies to automatically offer personalized, commercial negotiations on a massive scale. The system adds value and saves time for both the Pactum client and their negotiation partner by aligning their values to determine win-win agreements via an easy-to-use chat interface that implements best-practice negotiation strategies. The company is based in Mountain View with engineering and operations in Estonia. Pactum is backed by founders of Skype and TransferWise and built by luminaries from Skype, Starship Technologies, and the Government of Estonia’s e-Residency program.
