Enterprise Account Executive, North America

We're quickly growing and super excited for you to join us!

About Topsort

At Topsort, we believe in the mission of democratizing the secret technologies of the walled gardens and creating a privacy-first cookie-free world of clean advertising with modern tech, friendly products, and AI. We believe in making advertising intuitive, intelligent, and genuinely cool, without any of the creepy ads or cookie-obsession (well, maybe just the chocolate ones). In a rapidly changing industry, we're on a mission to democratize monetization access for all and ensure that advertising doesn't leave any brand or seller feeling confused or overwhelmed

Today, Topsort has 5 major hubs worldwide, and employees in 13+ countries, including Menlo Park, Boston, Santiago Chile, Sao Paulo Brazil, Barcelona Spain, and Sydney Australia. We are a truly global company that was born in the pandemic that’s had rapid growth since out of a genius product, a customer-first mentality, and a hardworking team of talented individuals. Since our founding in 2021, we’ve gained customers in retail, marketplaces, and delivery apps in 40+ countries and quickly approaching the #1 position in the industry.

Do you enjoy a fast-paced environment? Do you like seeing your work create real-time impact, being part of a rocket ship from the very beginning? Let’s do the unimaginable - let’s make ads clean and cool again, with AI and modern technology. 

What it’s like to work at Topsort

Our team is all about straightforward communication, embracing feedback without taking it personally, and fostering a super collaborative environment. It’s a sports team that’s hyper focused on winning, collaborative internally, and competitive externally - never the other way around. We thrive on working in the open, lifting each other up, and getting things done with a sense of urgency. We're the kind of team that loves making bold choices, sharing extraordinary opinions, and maintaining a 100 mph pace. No endless meetings here – if it can be done today, we're all about getting it done today.

What is this role like？

Account Executives at Topsort are given a tremendous opportunity to have a huge impact on Topsort’s prospects, on Topsort’s trajectory and as a result, on themselves. At Topsort, AE's pride themselves on being product experts who focus on closing deals the right way -- with the right customers whom they set up for success. AEs at Topsort run the entire sales cycle -- from outbound / inbound qualification to demo to driving the buying process to close -- with minimal air support, all while managing dozens of prospects at once. We’re looking for a sales rep to join the dynamic and growing sales team in our Somerville office! 

How You’ll Make a Difference:

• Source and close net new logos within a given territory
• Have the ability to navigate complex organizational structures and identify executive sponsors and champions
• Research and understand the business objectives of your customers and have the ability to perform a value drive sales cycle
• Collaborate with internal partners to move deals forward and ensure customer success
• You will consistently deliver ARR revenue targets and drive success through a metric based approach
• Develop and execute sales strategies and tactics to generate pipeline, drive sales opportunities and deliver repeatable and predictable bookings
• Provide timely and insightful input back to other corporate functions
• Create ROI and business justification reports based off of a data driven approach
• Run tight POCs based off of business success criteria

Who You Are:

• Must be located in the greater Boston area (3-4 days/week in Somerville office and ability to travel)
• Ability to learn, pitch and demonstrate a highly technical product and have the ability to adapt in a fast growing and changing environment
• Have clear examples of closing complex deals and selling into complex organizations
• Effectively use a repeatable method for uncovering greenfield opportunities and building out a new territory
• Previous experience building relationships and selling face to face to C level executives
• Knowledge of best of breed softwares and a technical understanding of integrations, APIs, infrastructure management, security and analytics
• Experience selling technical SaaS and cloud based software solutions
• Must be located in Boston (3-4 days/week in Somerville office)
• 8+ years of closing experience, ideally within Saas/MarTech, focused on higher ACV and LTV customers and used to enterprise sales cycles that are complex and longer sales cycles.
• Excited, motivated, and inspired by exceeding goals,
• Aren’t afraid to hear no and embrace failure as an opportunity to improve
• Continually seek improvement and are rigorous in your pursuit of it
• Are encouraging of your team
• Are thoughtful, engaging, and energetic
• Are adept at influencing and relationship building

Bonus Skills And Attributes

• Basic understanding of advertising, APIs, and search infrastructure is a plus
• You have previous experience working with multiple teammates including SEs, BDRs, PMs, Executives & Engineers
• Experience with target account selling, solution selling, and using BANT, Challenger (or similar) methodologies is a plus

You will:

• Generate pipeline, own enterprise and mid-market sales process end to end: you must be motivated and eager to win deals and crush competition. 
• Embrace the “sports team” mentality of Topsort - work with product, engineering, other sales members across geography to deepen knowledge of sales, exchange learnings, and earn deals.  
• Hunger for winning: relentless focus and “hunter energy” to win RFPs and deals in a competitive market, demonstrable track record for selling a “not yet IBM” product and exceeding quotas 
• Ability to generate pipeline from industry connections, outbound activities, Linkedin outreach, ability to travel to industry events, client meetings, onsite sessions and workshops. 
• Take prospects through the buyer journey from discovery to contract negotiation, from demo to product Q&As. Bonus point if you’re experienced in selling technical products or have retail media knowledge as Topsort is a product-led company with a very technical product. Act as the voice of the customer, provide feedback to the product team and work closely with the founders to perfect and improve the product
• Be a subject matter expert: know everything about the ad industry, Topsort’s products, retail media market landscape, and stay on top of the industry trends as you will be speaking with very knowledgeable customers

Topsort Culture

• Speed: We work hard, set aggressive goals and execute flawlessly to accomplish them. We give candid feedback, push each other to set higher goals and produce more impact by always thinking “how do we do this faster and better”
• Fast Growth: We believe startup scaleup is just like a team sport. It's been written in our motto since day 1 that we are collaborative internally, competitive externally, and never the other round around. You are ultimately surrounded by just different people that are all here to help you get the job done and shine as a team. 
• Intellectual Rigor and Individuality: We were born in the pandemic by Stanford and Harvard alum cofounders who offer remote-working options with coworking memberships and (at least) once a year in person offsite gathering. You’ll be welcomed by coworkers in 11 countries that all bring a unique perspective to the company from day 1. From personalized birthday gifts to work anniversaries, and management training program or in-person gatherings or career talks and mentorships, part-time DJs and tik-tok vloggers are also commercial leaders and technical staff at Topsort. We don’t take management with a cookie cutter approach - but rather we cherish your quarks and think it makes us stronger. 

Do you sound like the right fit? Let's dive right in!