Account Executive, Enterprise

Granola

ABOUT US We’re Team Granola 👋, building tools that help humans think and work better. What began as an AI notepad for back-to-back meetings has become a shared team workspace and second brain. Granola spreads organically inside companies, often starting with a senior leader and quickly cascading across teams. Today, Granola is used at many of the world’s top and fastest-growing companies, including leading enterprises like DoorDash, Gusto, Salesforce. Designed and built in London, Granola now serves a predominantly US customer base. To support that growth, we’ve opened a San Francisco office as the hub for our North American go-to-market efforts. ABOUT THE ROLE You’ll help define our go-to-market approach and make an immediate contribution to revenue growth, closing deals where Granola is already loved and converting engagement into paid business. You’ll be at the forefront of our growth: owning the sales cycle, engaging with high-potential prospects, and working closely with internal teams to deliver value to customers. WHAT YOU’LL DO * Engage with our highest-potential prospects and qualified opportunities. * Own the full sales cycle: from discovery to close. * Navigate security reviews, procurement, legal processes, and vendor management systems. * Help build and optimize our sales playbook and processes based on what works. * Conduct warm outreach to convert highly engaged free users into paid accounts.. * Play a pivotal role in building the SF office and sales team culture. WHAT WE’RE LOOKING FOR Background & Experience * 5+ years of experience selling SaaS into Enterprise accounts with a strong track record of success. * Proven success managing complex sales cycles end to end, including cross-functional stakeholder engagement (security, legal, procurement). * Comfortable with 3+ months sales processes. * Exposure to formal sales training and methodologies. Skills & Traits * Highly autonomous with strong prioritisation skills. * Thrive in a startup environment where you help build processes, not just follow them. * Strong written and verbal communication skills that build trust quickly. * Excited to work collaboratively across functions and time zones. Personal Characteristics * A builder who gets energized creating something from scratch. * Excited to work in-person in the SF office. * Creative, initiative-driven, curious about customer behavior, and eager to own challenges without perfect information. * Values working with people who are kind, ambitious, and pragmatic. ABOUT THE OPPORTUNITY We are living in the most exciting time for tool builders since Engelbart's demo in 1968 and we want to assemble the best crew to build this future together, in London and SF. Our compensation philosophy is to hire the best people in the market and pay them accordingly with salary, variable, and equity. COMPENSATION: OTE $260K – $320K • with equity and benefits! Our compensation philosophy is to hire the best people in the market and pay them accordingly with salary, variable, and equity. LOCATION We are excited to work in-person from our office in San Francisco (most of the time). We are happy to offer relocation assistance to candidates who’ll be moving to SF to join us. Lastly, we think amazing talent comes from all kinds of life journeys and experiences. If what is written above speaks to you, whether you look like a fit on paper or not, please reach out.

Figma

Figma is growing our team of passionate creatives and builders on a mission to make design accessible to all. Figma’s platform helps teams bring ideas to life—whether you're brainstorming, creating a prototype, translating designs into code, or iterating with AI. From idea to product, Figma empowers teams to streamline workflows, move faster, and work together in real time from anywhere in the world. If you're excited to shape the future of design and collaboration, join us! We are looking for an Enterprise Account Executive who will play a critical role driving sales and maximizing revenue with our Enterprise customers. You will be responsible for targeting, building and nurturing positive relationships with key executive level decision-makers, understanding complex business needs, and delivering innovative solutions across our product suite. This is an opportunity to accelerate your career, learn from leading sellers in the industry and build an incredible network of cross functional partners at Figma. This is a full time role that can be held from one of our US hubs or remotely in the United States. WHAT YOU'LL DO AT FIGMA: * Create and manage a pipeline of Enterprise accounts to consistently meet or exceed quarterly and annual sales targets * Apply effective discovery and value-selling techniques to build and strengthen relationships with key decision-makers in both new and existing customers (5000+ FTEs) * Align with executives on business challenges and gain sponsorship for enterprise wide deployments for a suite of products, identifying where Figma’s roadmap and innovations fit in the long term * Conduct thorough analysis to create strategic account plans that outline company priorities and initiatives, multi-threading at an executive level to build on expansion opportunities * Manage a book of business by tiering accounts and initiating techniques to save contractions * Co-create with cross-functional partners to expertly position Figma, drive deals forward and ensure customer success * Leverage opportunities to advance executive level relationships through in-person meetings and networking opportunities WE'D LOVE TO HEAR FROM YOU IF YOU HAVE: * Experience closing sales, over multiple years, for a software or SaaS business with an Enterprise book of customers (5000+ FTEs), selling to executives * Consistent performance meeting pipeline generation targets for net new business * Demonstrated experience successfully managing complex sales cycles (6 months+) * A sales methodology and process that creates value for customers WHILE IT’S NOT REQUIRED, IT’S AN ADDED PLUS IF YOU ALSO HAVE: * Experience selling solutions to technical audiences at a strategic level (i.e. Engineering, Product, Design teams) * Demonstrated ability to succeed in a changing environment * Certified in deal qualification and prospect discovery At Figma, one of our values is Grow as you go. We believe in hiring smart, curious people who are excited to learn and develop their skills. If you’re excited about this role but your past experience doesn’t align perfectly with the points outlined in the job description, we encourage you to apply anyways. You may be just the right candidate for this or other roles. Pay Transparency Disclosure If based in Figma’s San Francisco or New York hub offices, this role has the annual base salary range stated below.     Job level and actual compensation will be decided based on factors including, but not limited to, individual qualifications objectively assessed during the interview process (including skills and prior relevant experience, potential impact, and scope of role), market demands, and specific work location. The listed range is a guideline, and the range for this role may be modified. For roles that are available to be filled remotely, the pay range is localized according to employee work location by a factor of between 80% and 100% of range. Please discuss your specific work location with your recruiter for more information.  Figma offers equity to employees, as well a competitive package of additional benefits, including health, dental & vision, retirement with company contribution, parental leave & reproductive or family planning support, mental health & wellness benefits, generous PTO, company recharge days, a learning & development stipend, a work from home stipend, and cell phone reimbursement.  Figma also offers sales incentive pay for most sales roles and an annual bonus plan for eligible non-sales roles. Figma’s compensation and benefits are subject to change and may be modified in the future. Annual Base Salary Range: $165,000—$190,000 USD At Figma we celebrate and support our differences. We know employing a team rich in diverse thoughts, experiences, and opinions allows our employees, our product and our community to flourish. Figma is an equal opportunity workplace - we are dedicated to equal employment opportunities regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity/expression, veteran status, or any other characteristic protected by law. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. We will work to ensure individuals with disabilities are provided reasonable accommodation to apply for a role, participate in the interview process, perform essential job functions, and receive other benefits and privileges of employment. If you require accommodation, please reach out to accommodations-ext@figma.com. These modifications enable an individual with a disability to have an equal opportunity not only to get a job, but successfully perform their job tasks to the same extent as people without disabilities.  Examples of accommodations include but are not limited to:  * Holding interviews in an accessible location * Enabling closed captioning on video conferencing * Ensuring all written communication be compatible with screen readers * Changing the mode or format of interviews  To ensure the integrity of our hiring process and facilitate a more personal connection, we require all candidates keep their cameras on during video interviews. Additionally, if hired you will be required to attend in person onboarding. By applying for this job, the candidate acknowledges and agrees that any personal data contained in their application or supporting materials will be processed in accordance with Figma's Candidate Privacy Notice.

Stripe

WHO WE ARE ABOUT STRIPE Stripe is a financial infrastructure platform for businesses. Millions of companies—from the world’s largest enterprises to the most ambitious startups—use Stripe to accept payments, grow their revenue, and accelerate new business opportunities. Our mission is to increase the GDP of the internet, and we have a staggering amount of work ahead. That means you have an unprecedented opportunity to put the global economy within everyone’s reach while doing the most important work of your career. WHAT YOU’LL DO As an Enterprise Account Executive covering new business, you’ll identify new opportunities to expand Stripe’s footprint. Specifically, we’re looking for someone who can execute on long-term sales strategies, engage with internal and external stakeholders, align on technical and business requirements with product teams, build value in competitive situations, lead commercial negotiations, and close deals. RESPONSIBILITIES * Expand business with high growth technology companies * Develop outbound strategies to create and nurture opportunities * Drive deal strategy and commercial negotiations for large, complex renewals * Develop relationships with executive stakeholders within your book of business * Be responsible for account mapping and coordinating effective meetings with the appropriate external stakeholders expanding the customer relationship * Lead and contribute to team projects to develop and refine our sales process and help shape the Stripe sales culture WHO YOU ARE We’re looking for someone who meets the minimum requirements to be considered for the role. If you meet these requirements, you are encouraged to apply. The preferred qualifications are a bonus, not a requirement. MINIMUM REQUIREMENTS * 10+ years of sales experience, preferably selling a highly technical product to enterprise customers, with a track record of top performance * Ability to understand technical requirements and craft solutions across multiple products * Ability to develop and execute account plans spanning multiple business units across complex organizations * A knack for working well with a wide range of people, both internally and externally * Strong presentation skills, particularly for in-person meetings with multiple stakeholders * Proven ability to lead complex negotiations involving bespoke commercial agreement * Ability to operate in a highly ambiguous and fast-paced environment * Strong interest in technology and a deep understanding of the space