Note: The job is a remote job and is open to candidates in USA. Bonusly is a company focused on improving employee engagement through meaningful recognition. They are seeking a Senior Account Executive to manage mid-market and enterprise accounts, driving the sales process from initial contact to closing deals.
Responsibilities
- Own a book of mid-market accounts (200–5,000 employees), running full-cycle from first call through close
- Manage your pipeline with precision: every deal gets the right level of attention, every stage is earned, and nothing sits stale without a clear next step
- Multi-thread your deals. One stakeholder is a liability. Map the organization, find the economic buyer, and build a coalition that can say yes
- Roughly 95% of your funnel arrives inbound or pre-qualified through our ADR and ops motion. Your job is to engage at a high level, keep deals moving, and close at the pace the buyer needs
- You know how to hunt. When inbound slows, you build pipeline. You have done it before, and you know what it takes: research, targeting, personalization, persistence
- You have experience with high-activity outbound and the discipline that requires. That background matters because it shapes how you think about ownership and effort
- Use AI tools to do more with your time: account research, deal room prep, follow-up drafting, call intelligence. We use Claude and other tools throughout the sales motion. You are expected to use them too
- You think about AI as infrastructure, not novelty. It lets you work more deals at a higher level of engagement than was possible two years ago. That’s the expectation
- Senior AEs here are leaders, not just individual contributors. You share what works. You give feedback in deal reviews. You make the people around you better
- You have ideas. You have developed your own content, your own plays, your own approach to a segment or a persona. You bring that here and build from it
- You are not precious about what you know. You share it. And you expect the same from your teammates
Skills
- Several years of full-cycle SaaS sales experience, with a track record of exceeding quota and closing deals in the $15K–$100K ARR range
- Meaningful outbound experience. Not supplementary outbound. Real outbound, where you built your own pipeline from scratch and know what high-activity prospecting requires
- A track record of exceeding quota and closing deals in the $15K–$100K ARR range. You know how to navigate multi-stakeholder, value-based sales and get to a signature
- High agency. You see what needs to happen and you make it happen. You don't wait for someone to tell you the next step
- Genuine AI fluency. You use AI tools in your workflow today. You have built something with them: a sequence, a research process, a call prep system. You are not learning about AI, you are using it
- Strong discovery fundamentals. You know the basics win deals. You don't rush to the demo. You ask the questions that surface real pain, and you know the difference between a genuine buying signal and someone going through the motions
- Startup experience and the operating style that comes with it: adaptable, resourceful, willing to do the work that isn't in the job description
- Experience selling into HR, People, or Culture teams. You understand the buyer, the politics of the People function, and how to position value in a cost-center conversation
- Familiarity with HubSpot, Gong, ZoomInfo, and deal room tools like Aligned
- A track record of building your own sales content: sequences, talk tracks, competitive plays, persona-specific frameworks
- Experience contributing to a team culture, not just individual performance: deal reviews, coaching peers, contributing ideas to the playbook
Benefits
- Fully remote (US-based)
Company Overview