Note The job is a remote job and is open to candidates in USA. Posit PBC is a Public Benefit Corporation that builds open-source software for data science and technical communication. They are seeking an Account Executive to manage the full sales cycle, generate pipelines, and close new business while serving as a trusted advisor to data science and analytics leaders. Responsibilities 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 Skills 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 Benefits 100% of medical, dental, and vision insurance premiums are covered for employees and their families! Fertility and gender-affirming healthcare is included in all of our plans. Supplemental mental health and wellness benefits are available via Ginger even if you don’t opt in to our insurance plans, including Ginger for teen family members. Posit's gender-neutral paid parental leave policy covers all new parents, including foster and adoptive parents. All full-time employees are eligible for 401k enrollment starting on day one. After six months of employment, Posit provides a substantial yearly match to employee 401K contributions. An annual profit-sharing bonus for employees recognizes our team’s contributions to company performance across the year. We are a 100% distributed team. You are also welcome to come into our Boston office. We offer a $400 monthly reimbursement for coworking space rental if you prefer to work away from home. Our Lifestyle Savings Account offers an initial deposit of $1800 and then an additional quarterly stipend of $375 to cover the costs of professional development, wellness, financial health, charitable giving, and remote work support. We provide a flexible environment with a generous vacation policy that encourages a minimum of four weeks PTO per year plus 15 paid company holidays. Company Overview The open-source data science company for the individual, team and enterprise. It was founded in 2009, and is headquartered in Boston, Massachusetts, USA, with a workforce of 201-500 employees. Its website is https//posit.co.