Account Executive, Posit
$141.2-182.6k
Open-source tools for data science
Be an early applicant
Open-source tools for data science
201-500 employees
Be an early applicant
$141.2-182.6k
201-500 employees
Company mission
To create free and open-source software for data science, scientific research, and technical communication.
Role
Who you are
- 2+ years of full-cycle SaaS sales experience with a clear track record of exceeding quota in Commercial segments
- Demonstrated success running both inbound and outbound motions, including self-generated pipeline
- Experience selling complex software to a mix of technical and business stakeholders
- Strong consultative selling skills: you can uncover the real problem, build a credible business case, and guide a buying committee to a decision
- Fluency with a qualification framework such as MEDDIC, MEDDPICC, Challenger, or similar
- Sharp verbal, written, and presentation skills—comfortable with individual contributors and with executive decision-makers
- Disciplined forecasting and CRM craft, including Salesforce, Gong, and modern sales engagement platforms
- Highly organized and self-motivated, with the temperament to thrive in a fast-paced, remote-first environment
- Experience using AI-powered sales tools and automation to lift productivity and conversion
- Genuine curiosity for data science, analytics, developer tooling, and how engineering teams adopt new infrastructure
- Experience selling data, analytics, developer, infrastructure, or technical platform products
- Prior experience with Qualified, Drift, or other AI-powered conversational sales platforms
- Familiarity with open-source data science tools—R, Python, Quarto, Shiny, the tidyverse—or comfort getting up to speed quickly
- Experience selling to technical buyers: data scientists, analysts, engineers, architects, and IT/platform leaders
- Experience inside product-led growth motions and driving free-to-paid conversion
- Track record of mentoring newer reps or contributing to sales process and playbook improvements
- Are you excited about this role but not sure if your experience aligns with every qualification in the job description? That’s okay. We know multiple perspectives are essential for a thriving organization and we'd still love to hear from you!
What the job involves
- We’re hiring a Account Executive to own the full sales cycle across inbound and outbound opportunities. You’ll generate pipeline, advance qualified opportunities, and close new business while serving as a trusted advisor to data science, analytics, and platform/IT leaders who are standing up serious data science inside their organizations
- Own the full sales cycle—prospecting through close—across SMB, Mid-Market, and Commercial accounts
- Build and execute outbound prospecting plays targeting key accounts, buying personas (data scientists, analytics leaders, platform/IT), and high-intent expansion opportunities
- Monitor Qualified’s lead queue and buying signals in real time so the right prospects get a fast, well-informed response
- Run consultative discovery to understand each team’s workflow, governance constraints, technical environment, and what “good” looks like for them in 12 months
- Deliver tailored demonstrations that connect Posit Workbench, Posit Connect, and Posit Package Manager to concrete customer use cases
- Develop account strategies, map buying committees, and build executive relationships that move complex, multi-stakeholder cycles forward
- Lead proposals, commercial negotiation, procurement, and legal—closing business cleanly and on terms both sides can live with
- Keep a healthy pipeline with disciplined opportunity management, honest forecasting, and consistent Salesforce hygiene
- Provide reliable weekly forecasts, commit/upside calls, and pipeline insights to sales leadership
- Consistently hit and exceed monthly, quarterly, and annual revenue targets
- Partner closely with Qualified to convert high-intent inbound opportunities and get the most out of every AI-generated handoff
- Co-sell with our ecosystem partners—Databricks, Snowflake, AWS, Microsoft, and Google—to meet customers where they already work and accelerate time-to-value
- Use structured qualification (MEDDIC, MEDDPICC, or similar) in collaboration with sales leadership to validate opportunity quality, stakeholder alignment, business impact, and purchasing timelines
- Work across Solutions Engineering, Customer Success, Marketing, Product, and Leadership to deliver one continuous customer experience
- Bring customer signal back inside the company—what’s landing, what isn’t, what we’re missing—to sharpen messaging, qualification, and our go-to-market motion
- Within 1 month, you will…
- Complete onboarding—product training on Posit Workbench, Posit Connect, Posit Package Manager, and the broader Posit portfolio, plus the open-source projects (Shiny, Quarto, the tidyverse) our customers care about
- Build fluency with our sales tech stack—Salesforce, Qualified, Gong, and our engagement platforms—and demonstrate disciplined CRM hygiene from day one
- Shadow Solutions Engineering and Customer Success on live calls to learn how technical buyers think and what they’re trying to ship
- Begin engaging AI-qualified inbound opportunities from Qualified and run your first discovery conversations
- Within 3 months, you will…
- Own a full book of business and run discovery, demos, and proposals independently across SMB, Mid-Market, and Commercial accounts
- Maintain a healthy, accurately-forecasted pipeline with clean weekly commit and upside calls to sales leadership
- Launch outbound prospecting plays and self-generate qualified pipeline alongside AI-driven inbound handoffs
- Close your first new business deals and show command of MEDDIC/MEDDPICC on every active opportunity
- Within 6 months, you will…
- Consistently hit monthly and quarterly revenue targets with a balanced mix of inbound and outbound-sourced wins
- Run complex, multi-stakeholder cycles end to end, including procurement and legal
- Surface customer insight—objections, missing capabilities, expansion patterns—that influences messaging, qualification, and our AI workflows
- Establish trusted working relationships with Solutions Engineering, Customer Success, Marketing, and Product
- Within 12 months, you will…
- Exceed annual quota and rank as a top performer in the Commercial segment
- Be the AE other AEs go to for help selling to technical buyers, and a trusted name inside the data science and analytics community we serve
- Contribute to sales process improvements, playbooks, and onboarding materials, and mentor newer team members
- Help shape the next chapter of Posit’s commercial GTM—including AI-driven workflow refinements and expansion strategy across our partner ecosystem
Our take
In a data-driven world, having reliable and accessible software is key to optimizing functionality. Posit provides R and Python-based tools to help improve the speed and quality of analysis, created "for data scientists by data scientists", with uses in data science, scientific research, and technical communication.
By creating universal data processing capabilities, Posit is helping to create new pathways in the digital age. Many of the company's products, including Posit Team for enterprises, are open sourced and accessible to all. Those looking for more advanced products can access programs such as Posit Server Pro and Shiny Server Pro for workspace management.
Given its unique approach to data management, entities from Liberty Mutual to Walmart and NASA have been incorporating Posit's technology. The company has received considerable amounts of funding, which has been used to expand its services. And, as the demand for open-source services continues to grow, Posit should continue to capture market share.
Steph
Company Specialist at Welcome to the Jungle
Insights
41% employee growth in 12 months
Company
Funding (1 round)
May 2021
$161.3m
LATE VC
Total funding: $161.3m
Company benefits
- 100% remote (or come in to one of our offices in Seattle or Boston)
- Pick your hardware — we want to equip you with what you need to do your best work
- All our full time employees are given an allowance to outfit their home office
- We have a flexible environment with a “take what you need” vacation policy
- Positive, passionate culture working with a world-class team committed to data science and the R language
Company HQ
South Boston Waterfront, Boston, MA
Leadership
JJ Allaire
(Founder & Executive Chair)Founded Allaire, where they served as CEO and then Chairman. JJ also founded Onfolio, which was acquired by Microsoft. They founded FitNow in 2008 before starting RStudio in January 2010.
Tareef Kawaf
(CEO)Previously SVP of Engineering and Operations at Brightcove, VP of Engineering at Ruckus Network and Director of Engineering and Commerce at ATG.
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