Lead Account Executive, Nylas
Enterprise
$200-275k
OTE
Plus a commission plan and equity package
Expert level
Remote from US
Productivity APIs for work automation
Be an early applicant
Productivity APIs for work automation
101-200 employees
B2BArtificial IntelligenceSecurityProductivityCommunicationSaaSAPIAutomation
Be an early applicant
$200-275k
OTE
Plus a commission plan and equity package
Expert level
Remote from US
101-200 employees
B2BArtificial IntelligenceSecurityProductivityCommunicationSaaSAPIAutomation
Company mission
To help developers leverage communications data and build features that increase customer engagement, productivity, and retention.
Role
Who you are
- If you are a driven sales professional who excels at landing new enterprise wins, all while collaborating cross-functionally in a fast-paced startup environment, we’d love to hear from you
- Experience: 10+ years of B2B SaaS sales experience, with at least several years dedicated to selling into large enterprise accounts (Fortune 1000 or equivalent). A proven track record of successfully closing new business and expanding existing accounts at the enterprise level is required
- Performance: Demonstrated ability to consistently meet and exceed ambitious sales targets. You have a history of overachievement against annual quotas on the order of $1M+ ARR (or higher), including winning seven-figure deals and managing multi-year contracts
- Enterprise Sales Expertise: Extensive experience managing long, complex sales cycles (often 6-12+ months) with multiple stakeholders. Skilled at navigating enterprise procurement, legal, and security review processes. Adept at “land and expand” strategies – you know how to win initial projects and then grow them into larger deployments over time
- Strategic & Consultative Skills: Strong strategic account planning and consultative selling abilities. You can develop long-term enterprise account plans, identify upsell/cross-sell opportunities, and become a trusted advisor to your clients’ senior leadership. Excellent discovery, listening, and problem-solving skills with a solution-oriented mindset
- Cross-Functional Leadership: Proven ability to collaborate and influence in a cross-functional environment. You work well with sales engineers, product managers, customer success and others to galvanize support for your deals and ensure customer success. (Experience leading internal pursuit teams or a “pod” selling approach is a plus.)
- Technical Acumen: Familiarity with modern cloud software and APIs; ability to quickly learn the ins and outs of Nylas’s developer platform. You are comfortable engaging with technical audiences (developers, CTOs) and can effectively communicate technical solutions to non-technical stakeholders. An aptitude for learning new technical concepts is essential (a background in computer science or engineering is a bonus)
- Communication & Influence: Exceptional communication and interpersonal skills. Able to craft and deliver compelling presentations and product demos to audiences ranging from engineers to C-level executives. Strong negotiation skills with experience navigating enterprise contract discussions to favorable outcomes
- Drive & Work Ethic: Self-motivated, entrepreneurial mindset with a high degree of ownership and accountability. Thrives in a fast-paced, growing startup environment. You demonstrate a growth mindset, resilience, and a passion for helping customers succeed. You continually seek to improve your craft and share knowledge with the team
What the job involves
- We are seeking a Lead Account Executive, Enterprise to spearhead our enterprise sales efforts. In this role, you will serve as the primary enterprise sales leader on our team, owning a portfolio of high-value accounts and opportunities
- You will leverage your 10+ years of SaaS enterprise sales experience to navigate complex, multi-stakeholder deals and long sales cycles, engaging C-level executives and championing Nylas’s value at every step
- This is a high-impact, senior individual contributor position – you will develop and execute account strategies, employ a consultative solution-selling approach, and act as a trusted advisor to our most strategic clients
- Strategic Account Development: Develop and execute comprehensive account plans for a targeted portfolio of enterprise customers. Identify key initial “land” opportunities. Cultivate multi-threaded relationships that lead to broad adoption of Nylas across the enterprise
- Full-Cycle Enterprise Selling: Own and manage the entire sales cycle for complex deals, from initial prospecting and discovery through solution presentation, negotiation, and close. Drive disciplined opportunity management – qualifying, forecasting, and closing large contracts – while maintaining a robust pipeline of new business. Consistently meet and exceed quarterly and annual revenue targets
- Executive Engagement: Build and nurture trusted advisor relationships with senior client stakeholders, including VP and C-suite executives. Lead executive-level discussions to understand strategic objectives and align Nylas’s solutions to business outcomes. Navigate enterprise procurement processes and proactively address executive concerns to secure buy-in and long-term commitment
- Consultative Solution Selling: Take a consultative, value-driven approach to sales. Deeply understand each customer’s technical requirements and business challenges in order to craft tailored solutions that demonstrate clear ROI. Educate clients on industry best practices and position Nylas’s platform as a critical component of their digital transformation and workflow automation strategies
- Cross-Functional Collaboration: Orchestrate and leverage cross-functional teams to win and grow enterprise accounts. Work closely with Solutions Engineering on technical proofs-of-concept, Customer Success and Support to ensure successful onboarding, and Product and Marketing to address enterprise requirements. By coordinating these resources, deliver a cohesive and exceptional customer experience at scale
- Market Leadership: Stay informed on industry trends, competition, and the evolving needs of enterprise developers and IT teams. Advocate for your customers by bringing insightful feedback to Nylas’s leadership and product team, helping to shape our roadmap and go-to-market strategy for the enterprise segment. Act as an internal leader for enterprise sales best practices, mentoring junior team members and contributing to a culture of excellence and continuous improvement
Application process
- Round 1: 30 minute Google Meet discussion with the Recruiter
- Round 2: 45 minute Google Meet discussion with the CEO
- Round 3: Take-home assignment, followed by a 60 minute panel discussion
- Round 4: Three (3) Google Meet discussions with various Nylas members (max 3 hours)
- Throughout the interview process, we encourage you to discuss concrete examples of your past enterprise sales achievements – be ready to walk us through the what, why, and how of significant deals you’ve led. We want to understand your strategy, thought process, and how you execute on complex opportunities
Our take
Nylas provides productivity infrastructure solutions for modern software. Over 200,000+ developers use their powerful suite of tools to quickly and securely build productivity features into their applications, resulting in 12 billion+ API requests per day.
The number of businesses using their platform is rapidly increasing due to the Nylas infrastructure generating huge operational savings through more productive, secure, and intelligently-automated development cycles.
The company has remained focused on scaling its integrated and productivity-driven developer experience as well as furthering its investment in disruptive technologies that automate workflows and seamlessly integrate technologies such as conversational AI, Natural Language Processing (NLP), Optical Character Recognition (OCR), and cross-system intelligent automation.
Steph
Company Specialist at Welcome to the Jungle
Insights
Led by a woman
Top investors
89% employee growth in 12 months
Company
Funding (last 2 of 5 rounds)
Jun 2021
$120m
SERIES C
Jun 2020
$25m
SERIES B
Total funding: $173m
Company benefits
- Retirement plans
- Wellness stipend
- Paid parental leave: 12 weeks parental leave (maternity & paternity)
- Annual learning & development perk
- Voting/Election PTO: 4 hours of paid time off to vote in person or volunteer at a polling place
- Unlimited paid time off policy
- Work from home opportunities
- Health insurance
Company HQ
Tenderloin, San Francisco, CA
Leadership
Christine Spang
(Board Member & CTO)Previously worked as Principal Developer at Oracle for 1 year and as Laboratory Assistant at MIT for 1 month.
Gleb Polyakov
(CEO)Previously Operations Consultant at B&G International for 1 year and Crowdfunding Director at Parallax Creative for 3 years.
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