Account Development Representative

Sales Development Representative

Melio

Sales Development Representative Location: Hybrid in New York City (3 day in-office requirement) Qualifications: * 1+ year of dedicated experience in an Outbound Sales Development or Business Development Representative role, with a proven track record of successful cold outreach (cold calling, email, LinkedIn). * Demonstrated ability to identify target prospects and key decision-makers within a given territory. * Experience conducting high-volume, consistent outbound activities while maintaining quality and personalization. * Strong verbal and written communication skills, with the ability to articulate value propositions clearly and handle objections effectively. * A results-oriented mindset with a strong drive to meet and exceed targets. * Familiarity with CRM software (preferably Salesforce) and sales engagement tools (e.g., Outreach, SalesLoft). * Ability to work collaboratively with Account Executives and adapt to evolving sales strategies. * Resilience and a positive attitude in the face of challenges, with a strong desire to learn and grow in a sales career. * Fintech, SaaS, or startup experience is a plus, demonstrating an ability to thrive in a fast-paced environment. Bonus Points: * Experience in the payments or SMB market. * Familiarity with sales methodologies. * Proven ability to leverage data to improve prospecting effectiveness. A day in the life and how you’ll make an impact: * Execute Strategic Cold Outreach: Conduct high-volume, targeted outbound activities including cold calls, personalized emails, and LinkedIn outreach to engage prospects who are not yet familiar with Melio. * Prospect & Identify Ideal Customers: Utilize provided lists and conduct independent research to identify SMB businesses that align with our Ideal Customer Profile (ICP) and pinpoint key decision-makers within those organizations. * Qualify & Convert Prospects: Engage prospects in discovery conversations, effectively qualify their needs and pain points, and successfully book introductory meetings for our SMB Account Executives. * Collaborate on Outbound Strategy: Work closely with your assigned Account Executives and Sales leadership to develop, refine, and execute outbound strategies, adjusting tactics based on performance and market feedback. * Optimize Lead Handoff: Ensure a seamless and effective transition of qualified opportunities to Account Executives, providing comprehensive context to maximize conversion rates. * Contribute to Pipeline Growth: Consistently meet and exceed daily, weekly, and monthly activity and meeting-set targets, directly contributing to Melio's revenue pipeline. * Support Go-to-Market Initiatives: From time to time, assist with various initiatives such as event preparation and follow-up, targeted call blitzes, and other revenue-driving projects. * Document & Analyze Performance: Maintain accurate and up-to-date records of all prospecting activities and customer interactions within Salesforce, contributing to a data-driven approach to performance improvement. About the team: As a Sales Development Representative (SDR) at Melio, you will play a critical role in driving our growth by initiating new business conversations with our small to medium-sized and high value businesses. This is a highly impactful outbound-focused position where your expertise in traditional cold outreach will directly contribute to building pipeline and expanding Melio's market presence. You will be responsible for identifying, engaging, and qualifying prospective clients who are focused on optimizing their cash flow and workflow. This role requires a proactive, resilient, and data-driven individual with a proven track record in cold prospecting. You will work closely with Account Executives and Sales leadership to strategize, execute, and refine our outbound approach, ensuring a consistent flow of high-quality meetings. About Melio USA:  * Competitive compensation packages: We strive to make each and every employee feel valued and appreciated. * The annual base salary for this position is $60,000-$63,000 with an additional bonus component. * Medical, Dental, and Vision: We offer generous and highly competitive plans with up to 100% employer-paid coverage, FSA and HSA. * 401K matching: Feel the investment of working at a high-growth company. * Wellness: We take a holistic approach to wellness at Melio with a focus on providing financial, physical, emotional, social, and community support for our employees. * Time Off: Time to rest and recharge is a priority for us. We offer competitive vacation time, sick days, holidays, parental leave and wedding days to allow you to take the time you need, when you need it. * Food perks: Enjoy our fully stocked kitchens, along with a weekly Seamless stipend and plenty of catered meals each week. * Office culture: Thrive in our collaborative offices in New York City or Denver, in a hybrid working environment. We are dog friendly as well! * Growth and development: Lean on the diverse team to foster professional and personal growth through workshops, mentorship programs, and team building activities.  Melio builds business-to-business (B2B) payment tools so small business owners can spend less time in the back office and more time on their craft. As the fastest-growing B2B payment platform in the US, Melio is working hard to find new and better ways to help small businesses succeed in the ways that work best for them. Melio's diversity, equity and inclusion efforts have always been a top priority within our team. We are an Equal Opportunity Employer, and all of our employees encompass different strengths, experiences and backgrounds. DEI within Melio prioritizes race, gender, age, disability status, veteran status, sexual orientation, religion and many other parts that make up one's identity. Having a diverse team across all offices is key to our success, and inclusion is each #TeaMelio member's responsibility. Melio accepts job applications on an ongoing basis until the position is filled. If you are interested in applying for this job opportunity, please do so directly on our careers page (or if you’re here already, scroll down and apply now!). This employer participates in E-Verify and will provide the federal government with your Form I-9 information to confirm that you are authorized to work in the U.S.

Inside Account Executive (Hunter)

Elastic

Elastic, the Search AI Company, enables everyone to find the answers they need in real time, using all their data, at scale — unleashing the potential of businesses and people. The Elastic Search AI Platform, used by more than 50% of the Fortune 500, brings together the precision of search and the intelligence of AI to enable everyone to accelerate the results that matter. By taking advantage of all structured and unstructured data — securing and protecting private information more effectively — Elastic’s complete, cloud-based solutions for search, security, and observability help organizations deliver on the promise of AI. What Is The Role As a Hunter Inside Sales Representative, you will be a pivotal part of Elastic’s growth focusing on selling, managing, and growing net new accounts within our Commercial segment. Our Hunter Virtual Sales Reps are individual contributors, focused on building new business, within a set of whitespace accounts. Within this role you will have the opportunity to engage and partner with large Commercial accounts solving critical business needs for those customers while positioning our suite of products across (Search, Observability, and Search). Are you someone who is a go-getter that has to drive to excel in a fast-growing segment of new accounts? If so, we’d love to hear from you! Ideal candidates will be based near Austin, TX; New York, NY; or Arlington, VA, and be available to work from the office as needed. What You Will Be Doing * Develop and build a territory plan for ~500 accounts that you will actively own, call, and manage in a defined territory * Focusing entirely on Whitespace Accounts  * Create a strategic prospecting strategy that you will execute daily to gain introductions, solve business challenges, and effectively position our technology * Identify and qualify new opportunities leveraging your own creativity, inbound lead flow, personal prospecting efforts, contacts, existing accounts and partners * Work cross-functionally with our sales development, marketing, partner, product and customer service teams to deliver outstanding results * Negotiate pricing and contractual terms as required to close the sale * Accurately forecast profitable and predictable territory performance and required resources through adherence of our sales process What You Bring * 2+ years of experience in sales roles, that are defined as hunting or creating new accounts * Strong ability to plan and execute strategies related to driving pipeline in whitespace accounts * A collaborative and inventive approach to problem-solving * The desire and ability to operate and thrive in an ambitious, self-starting environment * Technologically adept and business acumen focused with outstanding communication both written and oral, negotiation and presentation skills Bonus Points * Prior experience at an open-source or developer‐centric infrastructure company. * Familiarity with observability (logs, metrics, traces) or security analytics (SIEM/XDR) use cases.  If you’re driven to build your own pipeline, master complex deal cycles, and help customers unlock the power of Search AI, we’d love to talk. Apply today!   Compensation for this role is in the form of base salary plus a variable component, that together comprise the On-Target Earnings (OTE).  On-Target Earnings (OTE) are based on a 50/50 pay mix (base salary / target variable).   The typical starting OTE range for new hires in this role is listed below.  This range represents the lowest to highest OTE we reasonably and in good faith believe we would pay for this role at the time of this posting.  We may ultimately pay more or less than the posted range, and the range may be modified in the future.   An employee's position within the OTE range will be based on several factors including, but not limited to, relevant education, qualifications, certifications, experience, skills, geographic location, performance, and business or organizational needs. Elastic believes that employees should have the opportunity to share in the value that we create together for our shareholders. Therefore, in addition to cash compensation, this role is currently eligible to participate in Elastic's stock program.  Our total rewards package also includes a company-matched 401k with dollar-for-dollar matching up to 6% of eligible earnings, along with a range of other benefits offered with a holistic emphasis on employee well-being. The typical starting salary range for this role is: $65,600—$103,700 USD The typical starting Target Variable range for this role is: $65,500—$103,600 USD The typical starting On-Target Earnings (OTE) range for this role is: $131,100—$207,300 USD ADDITIONAL INFORMATION - WE TAKE CARE OF OUR PEOPLE As a distributed company, diversity drives our identity. Whether you’re looking to launch a new career or grow an existing one, Elastic is the type of company where you can balance great work with great life. Your age is only a number. It doesn’t matter if you’re just out of college or your children are; we need you for what you can do. We strive to have parity of benefits across regions and while regulations differ from place to place, we believe taking care of our people is the right thing to do. * Competitive pay based on the work you do here and not your previous salary * Health coverage for you and your family in many locations * Ability to craft your calendar with flexible locations and schedules for many roles * Generous number of vacation days each year * Increase your impact - We match up to $2000 (or local currency equivalent) for financial donations and service * Up to 40 hours each year to use toward volunteer projects you love * Embracing parenthood with minimum of 16 weeks of parental leave Different people approach problems differently. We need that. Elastic is an equal opportunity employer and is committed to creating an inclusive culture that celebrates different perspectives, experiences, and backgrounds. Qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, pregnancy, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, disability status, or any other basis protected by federal, state or local law, ordinance or regulation. We welcome individuals with disabilities and strive to create an accessible and inclusive experience for all individuals. To request an accommodation during the application or the recruiting process, please email candidate_accessibility@elastic.co. We will reply to your request within 24 business hours of submission. Applicants have rights under Federal Employment Laws, view posters linked below: Family and Medical Leave Act (FMLA) Poster; Pay Transparency Nondiscrimination Provision Poster; Employee Polygraph Protection Act (EPPA) Poster and Know Your Rights (Poster) Elasticsearch develops and distributes technology and information that is subject to U.S. and other countries’ export controls and licensing requirements for individuals who are located in or are nationals of the following sanctioned countries and regions: Belarus, Cuba, Iran, North Korea, Syria, or Russia, including the Ukrainian territories annexed by Russia (The Crimea region of Ukraine, The Donetsk People's Republic (DNR), The Luhansk People's Republic (LNR), Kherson or Zaporizhzhia). If you are located in or are a national of one of the listed countries or regions, an export license may be required as a condition of your employment in this role. Please note that national origin and/or nationality do not affect eligibility for employment with Elastic. Please see here for our Privacy Statement.

Senior Account Executive - UHV Payors

Melio

Senior Account Executive - UHV Payors Location: Hybrid in New York City (3 day in-office requirement) Qualifications: * 4+ years of proven success in outbound sales and high-level account management, specifically closing net-new business. * Strong experience in a Mid-Market sales motion, demonstrating the ability to navigate longer, more complex deal cycles and break into executive teams (VP to C-Suite). * Exceptional sales acumen with a deep command of pipeline management. You require minimal hand-holding, ramp up quickly, and know how to independently unblock deals. * Skilled in selling complex solutions, including SaaS, cash flow tools, or payments products, ideally in a startup or fintech environment. Bonus: A strong understanding of the payments ecosystem and the high-volume credit cards space is highly preferred and will give you a major edge. * A track record of consistently exceeding targets with clear, quantifiable achievements (e.g., % over quota, revenue booked, average deal size). * Advanced outbound thinker: You don't just execute cadences; you build highly strategic, multi-threaded outbound campaigns to crack into target accounts. * A collaborative team player who proactively shares winning tactics and market feedback with peers, Product, Marketing, and Enablement. * Experience with our target verticals (Wholesalers, Retail, Software, Logistics, and Construction) is a strong plus. * Power user of sales tools like Salesforce, Outreach, Gong, Apollo, and LinkedIn Sales Navigator. A day in the life and how you’ll make an impact: * Hunt and close complex business: Drive strategic outbound prospecting to identify, engage, and win ultra high-value customers with longer consideration phases. * Navigate multi-stakeholder deals: Seamlessly manage the full sales cycle, engaging with buying groups at all levels—from operators up to the C-suite. * Deliver advanced, tailored product demos that connect Melio's value directly to high-level business metrics like cash flow, operational efficiency, and ROI. * Manage pipeline with precision: Maintain rigorous Salesforce hygiene and provide accurate forecasting to leadership. * Host executive Google Meet meetings and occasionally travel for trade shows, conferences, or strategic client visits. * Consistently exceed monthly and quarterly targets, while acting as a senior voice to help shape the go-to-market playbook as we scale the UHV team. About the team: The Ultra High Value (UHV) Payors team is a new, high-visibility initiative at Melio. You'll play a crucial role partnering to build on existing processes, and selling an innovative and dynamic solution poised for dramatic scale. This is a unique opportunity to make a significant and lasting contribution to the company’s growth and future success. About Melio USA:  * Competitive compensation packages: We strive to make each and every employee feel valued and appreciated. * The annual base salary range for this position is $95,000 - $105,000 with an additional variable bonus.   * Medical, Dental, and Vision: We offer generous and highly competitive plans with up to 100% employer-paid coverage, FSA and HSA. * 401K matching: Feel the investment of working at a high-growth company. * Wellness: We take a holistic approach to wellness at Melio with a focus on providing financial, physical, emotional, social, and community support for our employees.  * Time Off: Time to rest and recharge is a priority for us. We offer competitive vacation time, sick days, holidays, parental leave and wedding days to allow you to take the time you need, when you need it.  * Food perks: Enjoy our fully stocked kitchens, along with a weekly Seamless stipend and plenty of catered meals each week.  * Office culture: Thrive in our collaborative offices in New York City or Denver, in a hybrid working environment. We are dog friendly as well! * Growth and development: Lean on the diverse team to foster professional and personal growth through workshops, mentorship programs, and team building activities.  Melio builds business-to-business (B2B) payment tools so small business owners can spend less time in the back office and more time on their craft. As the fastest-growing B2B payment platform in the US, Melio is working hard to find new and better ways to help small businesses succeed in the ways that work best for them. Melio's diversity, equity and inclusion efforts have always been a top priority within our team. We are an Equal Opportunity Employer, and all of our employees encompass different strengths, experiences and backgrounds. DEI within Melio prioritizes race, gender, age, disability status, veteran status, sexual orientation, religion and many other parts that make up one's identity. Having a diverse team across all offices is key to our success, and inclusion is each #TeaMelio member's responsibility. Melio accepts job applications on an ongoing basis until the position is filled. If you are interested in applying for this job opportunity, please do so directly on our careers page (or if you’re here already, scroll down and apply now!). This employer participates in E-Verify and will provide the federal government with your Form I-9 information to confirm that you are authorized to work in the U.S.