Mid-Market Account Executive

We’re looking for a Mid-Market Account Executive to join us at a pivotal moment in our growth journey. You’ll own the full sales cycle: generating pipeline, moving deals through the funnel, and landing new logos that become long-term customers. ABOUT STRELLA Strella is reimagining market research with AI. Our platform conducts in-depth, AI-moderated interviews and transforms customer conversations into actionable insights in a fraction of the time of traditional research. We’re building a new model for market research that combines the speed and scale of AI with the strategic expertise of world-class researchers. Our mission is to make high-quality customer understanding faster, more accessible, and more impactful for every business. COMPANY HIGHLIGHTS - Explosive Growth: We’ve more than quadrupled our annual recurring revenue over the past year, demonstrating strong demand for a fundamentally better way to conduct research. - Enterprise Traction: Trusted by leading brands including J.Crew, Chobani, DraftKings, and to uncover customer insights and inform critical business decisions. - Strong Investor Backing: Raised capital from Bessemer Venture Partners to accelerate our mission of transforming the market research industry. - Massive Market Opportunity: We’re bringing AI-native technology to a $100B+ global insights industry, replacing slow, expensive research processes with a faster, more scalable approach. - Building the Future of Research: We’re expanding beyond software into a new model of full-service insights, combining AI-powered research with expert-led strategy. You’ll be among the earliest hires helping shape this offering. WHAT YOU’LL DO GENERATE PIPELINE AND BUILD RELATIONSHIPS - Run outbound: Develop creative campaigns, test messaging and run multi-channel outreach (email, LinkedIn, calls) - Own your pipeline: Build, maintain, and nurture your pipeline and target account list - Qualify rigorously: Qualify inbound and outbound leads so your time goes to the highest-value deals - Build genuine relationships: Be a trusted advisor to prospects navigating a fast-changing research landscape, someone they turn to for guidance and honest advice MANAGE THE FULL SALES CYCLE - Lead discovery and demos: Uncover the prospect’s goals, pain points, and decision process; Tailor demos to each prospect’s use cases and team - Move deals with urgency: Manage a high volume of opportunities at once and keep each one moving toward a decision - Run successful pilots: Define clear success criteria upfront and partner with Customer Success to drive each pilot to a confident buying decision - Make the business case: Build ROI cases tied to the buyer’s key KPIs and goals - Forecast accurately: Call deal likelihood, contract value, and close dates with accuracy - Negotiate and close: Structure contracts that are fair, scalable, and set accounts up for long-term growth - Set customers up to succeed: Partner with Customer Success on smooth handoffs and scope upgrades that set accounts up to expand BUILD THE MID-MARKET PLAYBOOK - Partner with leadership: Work closely with the Head of Growth on strategy, messaging, pricing, and sales ops - Close the loop with product: Bring back customer learnings to keep improving our product and offering - Shape the playbook: Help define what great looks like, how we scale, and how we improve funnel conversion - Know the market: Stay on top of competitor moves and market trends to sharpen messaging and objection handling WHO YOU ARE - You’ve consistently hit or exceeded quota selling to Enterprises, ideally to insights or marketing teams - You’ve sold SaaS, martech, or market research - You’ve self-sourced deals and built your own pipeline - You thrive juggling many deals at once without letting details slip - You’re naturally curious, great at discovery, and deeply customer-centric - You’re hungry to own a number and for hunting new business and deals - You’re a good listener who builds genuine relationships - You’re a creative problem solver who thinks on your feet WHY STRELLA - Huge greenfield market and early traction with top logos - An AI-native product that customers rave about - Massive impact: join early and help shape the company - Competitive salary, early equity, healthcare, flexible PTO, and a 401(k) - Hybrid culture with high trust and low ego - Opportunities to travel to conferences and meet key customers