Account Executive

Role Summary

Improvado is an AI-powered marketing data platform built for mid-market and enterprise teams. We help companies automate complex marketing data workflows, unify data at scale, and surface insights through BI and AI. Brands like ASUS, Docker, Activision, and H&R Block rely on us to simplify analytics and improve marketing performance.

We’re a fast-growing Series A startup backed by $34M in funding and driven by a team that moves fast, stays curious, and cares about high-quality execution.

The Account Executive uncovers business pains, articulates ROI, and builds the business case that helps prospects modernize how their marketing data works. You'll own a territory end to end — from first outreach to signed contract.

Your buyers are marketing leaders, marketing ops and RevOps, and the data and analytics teams behind them. Some come to us; many you'll go and find yourself. It's a consultative, multi-stakeholder sale with a technical validation stage, so you'll work closely with our Sales Engineers along the way.

Responsibilities

• Achieve a quarterly revenue quota across new business and expansion in your territory.
• Proactively generate new pipeline — you'll be expected to self-source at least 35% of your own opportunities, not just work inbound.
• Own the full sales cycle: discovery, demo, technical validation with a Sales Engineer, business case and ROI, executive presentation, negotiation and close.
• Build multi-threaded relationships — bring the technical evaluator, the budget owner, and your champion into the process early rather than running a deal through a single contact.
• Qualify with discipline. Confirm budget, decision path, and the real cost of doing nothing before pulling in technical resources — and walk away early from deals that aren't a fit.
• Become an expert at using Improvado 's software, and at the marketing problems it solves.
• Coordinate the internal resources needed to win — Sales Engineering, Marketing, Customer Success — and keep every deal moving.
• Keep the CRM accurate and forecast honestly.
• Use AI in your day-to-day workflow — account research, call prep, follow-ups, first drafts. We'll expect you to work the way the company works.
• Leverage your creativity, intellect, and attitude in order to win new business.

Requirements

• 5+ years in a quota-carrying, full-cycle SaaS Account Executive role.
• 2+ years of experience in the MarTech/AdTech space.
• A track record of carrying and hitting a significant annual quota — you can walk through your numbers year by year with real examples.
• Experience selling to large enterprise organizations with multiple stakeholders and formal buying processes.
• Real outbound prospecting experience — you've built pipeline from scratch, not only worked inbound.
• Familiarity with ad platforms and the digital marketing funnel, and the metrics marketers are measured on.
• Comfortable in a technical sale — you can hold a credible conversation with a data team and then reframe it for a marketing leader.
• Experience in successfully initiating sales cycles with C-level executives.
• Ability to thrive in a constantly changing and evolving work environment.
• Emotional intelligence, natural curiosity, strong listening skills, and coachability.
• Superior communication and organizational skills.
• Comfortable with a modern sales stack (CRM, call recording and coaching tools, prospecting and enrichment tools, LinkedIn Sales Navigator) and with using AI tools in your own workflow.
• Experience working in a startup.

Nice to have

• Experience selling to or working inside agencies.
• Formal training in a qualification methodology (MEDDIC / MEDDPICC or similar).

Benefits

• Remote-first environment
• Competitive compensation
• Medical and dental benefits
• 401K plan
• Unlimited PTO
• Paid holidays
• Professional development reimbursement