Senior Account Executive, Kojo
$160-200k
OTE
+ Equity + Commission
More information about location
Materials management platform
Open for applications
Materials management platform
101-200 employees
Open for applications
$160-200k
OTE
+ Equity + Commission
More information about location
101-200 employees
Company mission
To build sustainable solutions to problems in the construction industry such as creating more housing, upgrading infrastructure, and adapting to climate change.
Role
Who you are
- The ideal candidate is a strategic, driven, and empathetic seller who thrives in fast-moving environments and is energized by complex, consultative sales
- You’re not just chasing quotas—you’re helping solve real-world problems for real people, and you bring curiosity, rigor, and integrity to every deal
- 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; you're comfortable sourcing your own pipeline and thrive in a proactive sales environment
- Skilled at pre call planning and discovery; you invest time up front to deeply understand how each contractor operates, what makes them tick, and how Kojo can help
- Experience selling change, not just features; you've influenced tough, traditional buyer groups like field ops, industrial services, or manufacturing
- Comfortable in a structured and well documented sales process, but you know when to go off script to meet the buyer where they are
- Resourceful and self directed; you regularly pull in internal partners and content to advance your deals without waiting to be told
- Clear communicator with the ability to tailor messaging across a range of roles, from project managers to the C suite
- No ego; coachable, curious, and energized by solving real problems rather than following a rigid sales motion
- Gritty and driven; you figure things out quickly, adapt fast, and don’t wait for a playbook
- Growth: You have a growth mindset and see feedback as essential for your success
- Intentional Communication: You listen with openness and curiosity
- Passion: You strive for excellence and inspire others to do the same
- Customer obsession: You care deeply about construction subcontractors and have a high level of curiosity regarding how they operate and how you can help prescribe solutions for them
What the job involves
- We’re growing our Sales team and looking for a standout Senior Account Executive to join our high-performing Mid-Market segment
- In this role, you’ll own the full sales cycle—from prospecting to close—and play a key role in shaping how Kojo scales within the construction tech space
- You’ll drive deals that are fast-paced, collaborative, and high-impact
- This role requires both strategic rigor and tactical execution
- As the quarterback of each opportunity, you’ll partner closely with Sales Engineers, Product, and Leadership to navigate multi-stakeholder buying groups and deliver solutions that drive real value for our customers
- This is a highly visible role where you’ll serve as both a trusted advisor to our prospects and a brand ambassador for Kojo
- Own and drive full-cycle sales opportunities (inbound + outbound) across the Mid-Market segment
- Consistently exceed monthly and quarterly revenue targets through effective pipeline building and sales execution
- Partner with SDRs to develop account-based outbound strategies and unlock new opportunities
- Deliver tailored demos and value-based storytelling to a range of stakeholders (PMs, COOs, CFOs, and more)
- Lead onsite customer meetings and industry events (~10% travel)
- Align internal stakeholders (Sales Engineering, Product, Leadership) to move deals forward efficiently
- Navigate 30–90 day sales cycles involving multiple decision-makers and cross-functional teams with varying needs Collaborate cross-functionally with internal partners (sales engineering, product, leadership, customer success) advance deals and deliver long-term customer value
- Utilize best-in-class sales tools including Salesforce, Outreach.io, and Gong to drive productivity & pipeline visibility
- Act as a trusted advisor and exceptional brand ambassador, exhibiting professionalism and working in line with the Kojo values
Our take
In recent years, the commercial construction industry has faced more volatility than ever. Construction costs are on the increase, there are constraints on supply chains, material and labor shortages have become more common; and manual ordering processes hold companies further back by being timely and prone to error. Kojo, founded in 2018, supplies software for material management that brings supply chains to a single platform, helping to keep construction companies moving efficiently.
Kojo was founded in response to the archaic pen-and-paper material supply chain that was holding back housing construction even in otherwise innovative neighborhoods. Its software brings field, office, warehouse and vendor teams together to manage materials needed from takeoff to closeout, and to ensure visibility across general and specific stock to avoid unnecessary wait times for workers. The company is the leading materials management platform for the construction industry, supplying first-of-its-kind technology.
Named as one of Inc.'s Best in Business for software in 2024, Kojo has received substantial investment and has an impressive list of customers. Funds are cited to go towards continuing to build the platform and add new products that help contractors save money and time. These have included 2025's AI tool to help combat the rise in material costs for contractors.
Steph
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 4 rounds)
Sep 2022
$39m
SERIES C
Aug 2021
$33m
SERIES B
Total funding: $83.3m
Company benefits
- PPO and HSA medical plans, dental and vision plans, fully-covered disability and life insurance coverage.
- Remote-first workforce: Allows our team to work from anywhere in the US or abroad while on a travel visa.
- Unlimited PTO: Plus ten paid holidays that allow flexibility to heal, recharge, travel, or celebrate.
- Paid parental leave: Guarantees 100% salary for up to 12 weeks for a birthing parent and up to 4 weeks for a non-birthing parent.
- A culture of community: Team building, birthday celebrations, virtual crossword puzzles and demo hours, Lunch & Learns, in-person hub hangouts, and company wide offsite retreats.
- Other perks including equipment for your home office, professional development and wellness programs, and recurring stipend to support the remote work experience.
Company HQ
SoMa, San Francisco, CA
Leadership
Maria Rioumine
(Co-founder & CEO)Board Member at Orascom Development Holding. Co-founded Real Capital Innovation. Former Investment Banking Analyst with Goldman Sachs.
Ryan Gibson
(Co-founder)Former CTO of the company. Venture Partner at Eclipse Ventures. Experience as an Engineer with Microsoft and with Google.
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