Account Executive, Tray.ai
1 day a week in office
Low-code automation platform
Be an early applicant
Low-code automation platform
101-200 employees
Be an early applicant
1 day a week in office
101-200 employees
Company mission
To empower citizen automators so that any organization can automate.
Role
Who you are
- 4–10 years of professional experience, with a strong record of selling and closing — as an Account Executive, or as a founder who personally sold to customers
- Early-stage experience. You've spent 2+ years at a seed or Series A/B company, ideally in a go-to-market role, and built something that didn't exist before you
- A pipeline builder. You've worked where reps generate a large share of their own pipeline, and you can walk through exactly how you do it, with numbers
- Consistently over quota, and near the top of your team
- Fluent in AI. You can explain the AI landscape to a buyer in plain terms, separate real deployment from hype, and you use AI tools in your own work every day
- Comfortable with technical buyers. You can explain a complex product to line-of-business and technical audiences and instil confidence in both
- Scrappy and competitive. You enjoy competitive deal cycles and finding creative ways to win, especially when you're not the biggest name in the room
- Based in the Bay Area, within a reasonable commute of our San Francisco office. We currently go into our San Francisco office every Wednesday
Desirable
- Have founded or co-founded a startup and personally sold and closed its customers — whether or not it worked out
- Have won as the underdog, closing deals at a small company against the biggest brands in its category
- Understand the revenue tech stack: how CRM, sales engagement, revenue intelligence, forecasting, CPQ, billing and RevOps tools fit together, and what breaks when data moves between them. Experience in RevOps and sales tooling, integration and iPaaS, data pipelines, or BI sold into revenue and ops teams is ideal
- Have sold an AI product, or sold to buyers evaluating AI, and have a point of view on how AI is reshaping go-to-market teams
What the job involves
- Build your own pipeline. Identify the right accounts, get into them and create opportunities yourself. Most of your pipeline will be self-sourced. You are a natural hunter. Win competitive deals. Sell against established brands and build-it-yourself alternatives by understanding the buyer's problem better than anyone else in the room
- Sell to business and technical buyers together. Help CROs, RevOps leaders and IT teams see what AI orchestration makes possible, and give architects and security teams the
- Confidence to say yes. You'll partner closely with our Sales Engineers to do it. Express customer value in ways that inspire action. Turn a customer's goals into a clear business case they'll champion internally
- Grow your book of business. Retain and expand the accounts you win, year over year. Help build the playbook. Work with sales leadership to shape and scale our Bay Area go-to market, and try new ways to acquire customers
Our take
Tray.ai allows employees to effectively "become programmers", empowering them to build out automations tailored for their role. With this approach, the company fills a big need in the automation space - in between high end tools like Mulesoft, and simpler tools like Zapier.
Tray’s rise comes on the heels of a wider trend, where integration and automation are becoming a key part of the way enterprises work. Its customers include the likes of SAP, VMWare, Lyft, Intercom and IBM, which certainly suggests a real need for its tools.
The company has secured substantial funds that will enable it to continue building out its solutions. It also rebranded from "Tray.io" to "Tray.ai" to reflect its centring of artificial intelligence in its solutions, supporting the building of autonomic agents that can adapt, learn and optimize in real time.
Freddie
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 8 rounds)
Sep 2022
$40m
SERIES C
Nov 2019
$50m
SERIES C
Total funding: $154.3m
Company benefits
- Cycle to work scheme
- Flexible working hours
- Generous conference and learning budget
- Unlimited paid time off policy
- Work from home opportunities
- Health insurance
Company HQ
China Basin, San Francisco, CA
Leadership
Rich Waldron
(CEO & Co-Founder)Previously COO of iFind Media, who also co-founded Plan.nr.
Alistair Russell
(CTO & Co-Founder)Previously Web Developer at esure, mSpace and Vibrant Media.
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