Account Executive

📋 Description

• • Own the full sales cycle for mid-market and enterprise accounts, from first warm outreach through signed contract and smooth hand-off to Customer Success. You’ll manage 6- and 7-figure deals that fundamentally change how research teams operate, turning Rally into the single source of truth for user insights.
• • Build and nurture strategic relationships with Research Ops leaders, UX Directors, VPs of Product, and Design executives at companies like Google, Adobe, Figma, GitLab, MongoDB, and Webflow. You’ll become the trusted advisor who understands their research pain points better than they do and designs solutions that make research continuous, safe, and scalable.
• • Develop and execute creative, data-driven outbound campaigns that cut through the noise. You’ll leverage product usage signals, intent data, and community insights to craft hyper-relevant messaging that sparks conversations and converts cold accounts into enthusiastic champions.
• • Deliver tailored demos and proofs of concept that show how Rally replaces spreadsheets, manual emails, and duct-taped tooling with a single, elegant workflow. You’ll translate technical capabilities into clear business value, mapping each feature to a stakeholder’s KPI and executive initiative.
• • Negotiate complex, multi-year agreements involving legal, security, procurement, and finance teams. You’ll quarterback the entire buying committee, surfacing objections early, aligning economic buyers, and closing deals that expand over time as research programs mature.
• • Continuously refine Rally’s sales playbook by documenting what works, instrumenting the CRM, and sharing battle cards with future AEs. Your insights will shape pricing, packaging, and positioning for an emerging category.
• • Be the voice of the prospect inside Rally. You’ll run win-loss interviews, feed feature requests to Product, and co-author case studies with Marketing that turn customer success into pipeline.
• • Collaborate asynchronously across time zones using Notion, Slack, and Loom, while jumping on Zoom when white-boarding or relationship-building demands it. You’ll balance deep focus time with high-energy customer calls.
• • Travel 2-4 times per year for team or company on-sites—think research sprints in San Francisco, strategy retreats in Denver, or customer dinners in New York—to deepen internal bonds and accelerate deals.
• • Contribute to a culture of curiosity and experimentation by running your own research studies on Rally, sharing findings in company-wide demos, and celebrating every closed-won with a GIF-filled Slack thread.