The Role
Own the full sales cycle for mid-market companies and academic institutions: discovery, pilots, negotiation, and close. Conduct consultative selling with multiple stakeholders, manage pilots and proofs of value, influence GTM strategy and positioning, partner with product/marketing/customer success, and build long-term customer relationships for expansion.
Summary Generated by Built In
Account Executive (Remote, US)Why join
The role
What you’ll do
This company is building an AI-powered platform that supports organizations across the entire innovation lifecycle — from early idea capture to commercialization. The product sits at the intersection of AI, enterprise software, and innovation management, helping companies and universities make smarter decisions about high-value intangible assets.
You’ll be joining a small, fast-growing startup backed by respected investors, where early hires have real influence. This is an opportunity to help define go-to-market strategy, shape how the product is sold, and work alongside a sharp, motivated team solving complex, meaningful problems.
Compensation includes a competitive on-target earnings range ($160k–$200k OTE) plus meaningful equity.
As an Account Executive, you’ll own the full sales cycle for mid-market companies and academic institutions — from first conversation through pilot, negotiation, and close. Most opportunities come from inbound and warm leads generated by a strong marketing motion, but success requires strong discovery, consultative selling, and the ability to guide multiple stakeholders through a complex buying process.
This is not a highly scripted sales role. You’ll help define positioning, refine messaging, and influence which customer segments the team prioritizes as the company scales. You’ll work closely with product, marketing, and customer success, bringing field insights directly into roadmap and GTM decisions.
If you’re excited by early-stage environments where your judgment, creativity, and execution materially impact the business, this role offers that level of ownership.
- Own deals end-to-end: discovery, pilots, pricing, negotiation, and close
- Run thoughtful, problem-oriented discovery with technical, legal, and executive stakeholders
- Manage pilots and proofs of value in collaboration with customers and internal teams
- Influence sales strategy, positioning, and process as the company grows
- Partner closely with product and marketing to improve messaging and conversion
- Build long-term customer relationships that lead to expansion opportunities
- 2–5 years in a closing role (AE or equivalent), with ~5+ years overall experience
- Experience selling B2B software in a startup environment (early-stage preferred)
- Comfort navigating complex subject matter and educating customers
- Strong communication, storytelling, and consultative selling skills
- Experience managing contracts, pilots, and multi-stakeholder deals
- Ability to thrive in a fast-moving, ambiguous environment
Nice to have
- Exposure to legal tech, IP, or highly regulated enterprise software
- Advanced degree
- A high-volume, transactional sales role
- A “lone wolf” environment — collaboration matters here
- A fit for frequent job-hoppers
- Location: Remote (US)
- Type: Full-time
- Compensation: $80k–$100k base + variable (OTE $160k–$200k) + equity
- Hiring timeline: Actively hiring, multiple openings
- Visa sponsorship: Not available
Who is Rainier Recruiting?
Rainier Recruiting is a boutique, award winning national staffing agency and executive search firm. Using an approach that “treats every candidate like an executive search”, we offer positions in contract-to-hire, Full-Time, and executive search. Named the #1 Best Workplace in Washington State in 2022, recognized as a ClearlyRated Best of Staffing firm, and identified as a top recruitment firm by multiple business journals, Rainier Recruiting is fast becoming a respected company. We are no longer the “best recruiters you have never heard of”. Rainier Recruiting is also proud to share our clients have a 93% repeat business rate. Rainier Recruiting is an equal opportunity employer and service provider and does not discriminate on the basis of race, religion, gender, gender identity, national origin, citizenship status, sexual orientation, disability, political affiliation or belief, or any other protected class. We are committed to the principles of Equal Opportunity Employment and are dedicated to making employment decisions based on merit and value, for ourselves, our client companies, and for the candidates we represent. We engage in socially conscious business practices and believe that diverse, equitable, inclusive, and non-biased talent and recruitment processes are foundational to the success of every organization that we partner with.
CompensationThe base pay range for this role is $90,000 – $100,000 per year.
Skills Required
- 2-5 years in a closing role (AE or equivalent), with ~5+ years overall experience
- Experience selling B2B software in a startup environment (early-stage preferred)
- Comfort navigating complex subject matter and educating customers
- Strong communication, storytelling, and consultative selling skills
- Experience managing contracts, pilots, and multi-stakeholder deals
- Ability to thrive in a fast-moving, ambiguous environment
- Exposure to legal tech, IP, or highly regulated enterprise software
- Advanced degree
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The Company
What We Do
Rainier Recruiting is a boutique, award-winning national staffing agency and executive search firm. They specialize in connecting companies with top talent across various industries, offering customized recruiting solutions for both employers and job seekers. With a team of experienced recruiters, they focus on building strong relationships and providing personalized, high-quality service to help clients achieve their hiring goals and candidates find fulfilling career opportunities.
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