Account Executive, Blackbird AI

• We're looking for a driven, results-oriented Account Executive who enjoys winning and knows how to close. You care about outcomes, not just activity, and you're motivated by real earning potential tied to performance
• This role rewards someone who goes beyond good meetings and polite interest. You'll build genuine urgency, guide complex deals to a clear decision, and engage senior executives with the confidence of a trusted advisor rather than a vendor
• You'll pair strong instincts with preparation and commercial judgment - understanding what's driving the buyer, where a deal might be stuck, who holds influence, and how to move things forward while keeping trust intact
• You'll operate with speed and ownership. When a deal stalls, you'll work out why. When a stakeholder goes quiet, you'll find a way back in. When the path to close isn't obvious, you'll create one
• Are competitive and genuinely enjoy winning
• Want to be measured by revenue, not just activity
• Are energized by ambitious targets and meaningful upside
• Build credibility and rapport with senior decision-makers
• Know how to create urgency and ask for commitment
• Follow up consistently and keep deals moving
• Navigate complex buying committees and organizational dynamics with ease
• Take ownership of your pipeline, forecast, and outcomes
• Want uncapped earning potential and expect to earn more when you outperform
• Enjoy helping build the commercial process while carrying a real number
• 3+ years selling B2B software/SaaS in a fast-paced, competitive market, with a track record of meeting or exceeding quota
• A proven ability to discover, build, and close net-new business and to expand existing accounts
• Experience selling into or alongside security, risk, communications, marketing, or brand buyers (a plus)
• Disciplined forecasting and CRM hygiene - you treat forecast accuracy as part of the job, not an afterthought
• Sound judgment handling sensitive and confidential data responsibly and in line with policy
• Tech and AI savvy - fluent with modern sales and productivity tools, comfortable demoing a technical SaaS platform, and conversant in AI concepts enough to speak credibly with technical buyers and explain how our AI-driven intelligence creates value
• Hands-on with AI tools - you actively use AI tools (e.g., Claude, ChatGPT) in your day-to-day sales workflow to research accounts, prep for calls, personalize outreach, and draft follow-ups, and you can show how AI makes you faster and sharper. You're quick to adopt new tools as they emerge
• Strong discovery, storytelling, and presentation skills - you can make a complex solution feel clear and compelling to any audience
• We've outlined specific skills, experience, and requirements for this position, but don't stress if you don't meet every single one. Our Talent Team is dedicated to discovering exceptional individuals, and they might identify a relevant aspect of your background that suits this role or another opportunity within Blackbird.AI

Desirable

• As an Account Executive, you'll report to the CRO. You'll run a full-cycle sales motion - prospecting, qualifying, and closing new business while expanding a book of accounts - selling Blackbird.AI's Narrative and Risk Intelligence Platform to security, communications, marketing, and risk leaders
• You'll partner closely with Product, Partnerships, Marketing, Solutions Engineering, and Customer Success to continuously feed back on our messaging, positioning, and roadmap
• As the Account Executive, you'll have the chance to:
• Own a full-cycle sales process for new-customer acquisition and expansion, from prospecting and discovery through close
• Lead multi-stakeholder deals using a consultative, relationship-driven approach with buyers across security, communications, brand, and risk functions
• Learn the platform deeply and align Blackbird.AI's AI-driven capabilities to each client's most strategic brand, communications, and risk needs - translating sophisticated technology into clear business value
• Build and maintain a balanced pipeline of multiple opportunities against quarterly and annual growth targets
• Maintain forecast truth: keep an accurate, honest forecast and a current CRM at all times. Commit, best-case, and pipeline categories mean what they say, at-risk deals are surfaced early rather than late, and leadership can plan on your number. Forecast integrity is a core measure of performance in this role, weighted alongside quota attainment
• Handle data responsibly: manage all prospect and customer data in compliance with Blackbird.AI's data protection, privacy, and security policies and applicable regulations (e.g., GDPR, CCPA). Capture, store, and share information only in approved systems and strictly on a need-to-know basis, and complete required security and compliance training
• Share field and customer feedback with Product, Marketing, and Solutions Engineering to sharpen our messaging, positioning, and roadmap
• Represent Blackbird.AI at relevant industry events and conferences
• What success looks like
• You build qualified pipeline, create real customer urgency, and advance deals through clear commitments while maintaining an accurate forecast and consistently closing new ARR. You become known as the person who creates momentum and raises the commercial standard - finding a way to win without compromising customer trust or company integrity
• You'll be measured on results - pipeline generated and quota attainment - and held to the standards that keep our forecast honest and our data clean. Current standards:
• Keep 95% of open opportunities either updated within the last two weeks or carrying a meaningful next step with a future due date
• Capture notes (AI-generated or detailed manual) on at least 90% of meetings
• Reply to at least 85% of prospect emails within 8 business hours
• You'll have a modern stack built to help you sell smarter and move faster: a revenue-focused Marketing, Intelligence, and Product team; Salesforce and HubSpot for pipeline and CRM visibility; ABM platforms and campaigns to target the right accounts with precision; Lemlist for outbound sequencing; Gong for call intelligence and deal insight; and more. These tools are here to sharpen your instincts and remove friction - not replace your judgment