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Account Executive

Kojo Technologies, Inc.

Job Overview

Location

Remote (United States)

Job Type

Full-time

Full Job Description

📋 Description

• Kojo Technologies is at the forefront of revolutionizing the construction industry, a sector ripe for innovation and critical to solving global challenges like housing shortages, infrastructure development, and climate change adaptation. With an annual global spend of $10 trillion, construction represents a massive market where material procurement, accounting for up to 40% of project costs, has seen minimal technological advancement over the past seven decades. Kojo is changing this by transforming how commercial construction companies purchase their materials, making the process more efficient and cost-effective.
• As a high-impact Account Executive, you will play a pivotal role in scaling Kojo's rapidly expanding Sales organization. This is a highly visible, revenue-critical position that reports directly to Sales Leadership, offering significant influence over our strategies for winning and scaling in the market. You will be instrumental in driving Kojo's record-breaking growth.
• In this Mid-Market Account Executive role, you will be entrusted with the entire revenue generation cycle. This encompasses everything from meticulous market mapping and proactive prospecting to engaging executive outreach, developing sophisticated multi-threaded deal strategies, and ultimately closing business. Your responsibility extends beyond merely managing deals; you will be tasked with architecting them, ensuring a strategic and impactful approach to every engagement.
• You will operate at the nexus of complex buying organizations, adeptly aligning economic buyers, technical stakeholders, and end-users around a compelling and quantifiable business case. Success in this role hinges on conducting strategic discovery sessions, performing sharp qualification of opportunities, and executing deals with disciplined precision. Every interaction is an opportunity to understand the client's unique operational landscape and demonstrate Kojo's value proposition.
• Key responsibilities include driving net-new revenue through the development and execution of rigorous territory and account strategies. You will lead complex, multi-stakeholder sales cycles, ensuring clear, actionable deal plans and maintaining strong executive alignment throughout the process. A critical aspect of your role will be translating the operational pain points experienced by construction companies into tangible, quantified business outcomes that Kojo's solutions can address.
• You will collaborate closely with internal teams, including Sales Engineering, Product Management, and Leadership, to effectively win competitive deals and ensure customer success. Furthermore, you will serve as a trusted advisor and a knowledgeable voice representing Kojo within the construction technology landscape, building Kojo's reputation as a market leader.
• This position is designed for a 'builder' – an individual who possesses a potent combination of strategic foresight and operational meticulousness. You will thrive in dynamic, fast-paced environments and desire a significant role in shaping the future trajectory of Kojo's growth. Your ability to adapt, innovate, and execute will be paramount.
• The ideal candidate is a strategic, driven, and empathetic sales professional who excels in high-velocity settings and is energized by the challenge of complex, consultative sales processes. You are motivated not just by achieving quotas, but by genuinely solving real-world problems for construction professionals. You approach every deal with a blend of curiosity, analytical rigor, and unwavering integrity.
• You will be expected to consistently exceed quota in complex Mid-Market deals, typically ranging from $20K to $50K+ in Annual Contract Value (ACV). A strong outbound capability is essential; you must be comfortable sourcing your own pipeline and proactively engaging potential clients in a dynamic sales environment.
• Mastery of pre-call planning and discovery is crucial. You will invest significant time upfront to deeply understand how each contractor operates, what drives their decision-making, and precisely how Kojo can provide solutions to their specific challenges. This deep understanding allows for highly tailored and effective sales engagements.
• You will demonstrate a proven ability to sell the concept of change, rather than just product features. This involves influencing traditionally change-resistant buyer groups, such as those in field operations, industrial services, or manufacturing sectors, by articulating a clear vision for improvement and ROI.
• While comfortable operating within a structured and well-documented sales process, you will possess the discernment to deviate from the script when necessary to meet the buyer's needs and build rapport. Resourcefulness and self-direction are key; you will proactively engage internal partners and leverage available content to advance your deals without requiring constant direction.
• You will possess clear communication skills, with the ability to tailor your messaging effectively across a diverse range of roles, from project managers to C-suite executives. A collaborative spirit and a 'no ego' attitude are essential; you should be coachable, curious, and motivated by solving complex problems rather than rigidly adhering to a prescribed sales motion. Grit and drive are paramount – you must be able to figure things out quickly, adapt rapidly to changing circumstances, and drive progress even without a pre-defined playbook.
• You will embody a growth mindset, viewing feedback as an indispensable component of professional development. Intentional communication, characterized by open listening and genuine curiosity, will be a hallmark of your approach. You will strive for excellence in all endeavors and inspire similar dedication in your colleagues and clients. Finally, a deep-seated customer obsession, particularly for construction subcontractors, and a profound curiosity about their operational realities will drive your success.

🎯 Requirements

• 2+ years of success in full-cycle SaaS sales, ideally within vertical SaaS or construction tech (ConTech).
• Proven ability to consistently exceed quota in complex Mid-Market deals ($20K to $50K+ ACV).
• Strong outbound capability; comfortable sourcing your own pipeline and thriving in a proactive sales environment.
• Skilled at pre-call planning and discovery; investing time upfront to deeply understand contractor operations and how Kojo can help.
• Experience selling change, not just features, influencing traditional buyer groups.
• Resourceful, self-directed, and clear communicator with the ability to tailor messaging across various roles.

🏖️ Benefits

• Competitive salary and commission structure.
• New hire equity grant.
• Comprehensive suite of health, dental, and vision benefits for US-based full-time employees.
• Fully remote work environment across the United States.
• Opportunity to work with a fast-growing, innovative construction technology company.
• Be part of a team that values diversity, inclusion, and continuous growth.

Skills & Technologies

Remote

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Kojo Technologies, Inc.

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About Kojo Technologies, Inc.

Kojo is a San Francisco-based construction technology company that provides cloud-based procurement and materials management software for trade contractors. The platform automates purchasing, inventory tracking, and supplier coordination to reduce project delays and material waste. By digitizing requisitions, approvals, invoicing, and delivery verification, Kojo gives field and office teams real-time visibility into spend and stock levels across jobsites. Integrations with accounting, project management, and ERP systems streamline workflows, while analytics highlight savings opportunities. Founded in 2018, Kojo serves electrical, mechanical, concrete, and other specialty contractors seeking to cut material costs and improve productivity.

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