Account Executive Outbound

## About the Role We've spent six years building product-market fit through 100% inbound — podcasts, word of mouth. It worked. We're at 2,000+ brands and growing. The next chapter is different. The brands we want to work with now are bigger, more sophisticated, and harder to reach. They won't raise their hand. You'll have to go get them - and you'll have one of the strongest brands and product in the category to do it with. This is a full-cycle role. You own everything from outreach to close: - Build your target account list (we'll help, but the strategy is yours) - Research the account, the buyers, the stack, the pain - Run a multichannel sequence — cold call, cold email, LinkedIn, video, events - Multi-thread across CX leaders, Heads of Support, COOs, CFOs - Run discovery, deliver the demo, build the business case, negotiate, close This is not SDR work. This is not "spray and pray." This is strategic, account-based outbound where you treat 100–150 accounts like 100–150 separate campaigns. ## Why Now Our sales team crushed quota in 2024, achieving 188%, 173%, 244%, and 250% last four quarters and in 2025. We have a category-defining brand in AI customer service and a product that wins competitive evals and $100k+ deals. The brands we want to work with - the $50M+ ecom names everyone recognizes — They don't fill out demo forms. They get pitched 30 times a week and ignore most of it. We are building an outbound team that can earn those meetings and close them. ## Quick Highlights - **Role:** Full-cycle outbound AE. You'll build your own pipeline, run your own discovery, deliver your own demos, and close your own deals. - **Target:** Ecommerce brands doing $50M+ in revenue. - **Approach:** High intent Outbound with cold calls, cold emails, LinkedIn, video, events, customer referrals that opens the door for us. - **Reports to:** Head of Revenue - **Stage:** Team of 25. Primarily based in Bangalore, India with some team members in the US. - **Shift:** US business hours. - **Growth:** Raised seed round from Sequoia and profitable with over 2,000 US-based brands. - **Location:** In-office. Bangalore, India. - **Compensation:** INR 40 - 60 LPA depending on experience (50% fixed, 50% performance pay). Our commissions are uncapped - our founding AE earned INR 1.1 Cr last year. The next one is on track to make 60 lacs+ in his first year. - **Team:** You'll be part of our high-performing sales team, working directly with our Head of Revenue and CEO. ## You'd Be a Fit If… - **Full-cycle outbound DNA:** 3+ years closing B2B SaaS deals into mid-market or enterprise, where you sourced most of your own pipeline. You've hit quota with no inbound safety net. - **Strategic, not random:** You build target lists, map buying committees, and run sequences with intent. You know the difference between volume outbound and strategic outbound — and you run the strategic kind. - **Research obsession:** You don't send "checking in" emails. You send messages that prove you understand the prospect's business better than the last 10 reps who pitched them. - **Multichannel fluency:** Email, LinkedIn, phone, video, in-person — you know which lever to pull and when. You don't rely on one channel. - **Multi-stakeholder selling:** You can run a deal with 4–6 stakeholders without losing the thread. You know how to sell to CX, IT, and finance in the same deal cycle. - **You can pick up the phone:** Cold calling is a core part of this role. You don't avoid the phone, you don't apologize for calling, and you've gotten meetings from it. - **Product expertise:** Track record of mastering complex products (100+ features, 100+ use cases, 100+ workarounds) and explaining them clearly. - **Enterprise discovery:** You qualify pain, urgency, fit, and buying process early. You'll disqualify a deal that won't close instead of forecasting it. - **Customer obsession:** You sell the way you'd want to be sold to. No tricks, no pressure, no "sign today or the price goes up." - **Bonus points:** You've sold into ecommerce, CX, or support tooling. You've displaced an incumbent (Zendesk, Gorgias, Kustomer, Intercom). You've closed 20+ agent deals. ## Requirements ### What Success Looks Like Within the first 0–6 months, you will: - Hit $100K+ ARR quota month on month - Build a named account list of 100–150 ecom brands doing $50M+ in revenue, with full buying-committee mapping - Generate $1M+ in self-sourced pipeline in your first two full quarters - Book 5+ qualified meetings/month from outbound — across cold call, email, LinkedIn, and events leads - Run your own demos — no SDR handoff, no AE handoff. You discover, you demo, you close. - Close $100K+ in new ARR/month by month 6 - Maintain 95% forecast accuracy on deals in commit - Update all deals and maintain CRM hygiene same day - Send tailored follow-ups within 2 hours of each call ### Competencies To excel in this role, you will: - **Strategic Account Selection:** Pick the right 100–150 accounts and know exactly why each one is a fit. Build a thesis on every account before you ever touch the phone. - **Account Research:** Know each account cold — CX team structure, current tools, growth stage, pain. Reps who skip this step fail in this role. - **Multichannel Sequencing:** Combine cold call, email, LinkedIn, video, and events into coherent campaigns. Personalize at scale without sounding like a template. - **Multi-Stakeholder Navigation:** Map the buying committee. Build champions. Earn meetings with execs. Keep CX, IT, and finance moving in the same direction. - **Cold Calling:** You'll spend a meaningful chunk of every day on the phone. Confident, curious, persistent. Not a script-reader. - **Discovery & Qualification:** Run tight discovery. Disqualify early when needed. - **Demo & Value Selling:** Tie features to outcomes — cost per ticket, deflection rates, agent productivity, CSAT. Build the business case the CFO will defend internally. - **Pricing & Negotiation:** Position Richpanel as a strategic investment, not a line item. Build the business case, not a quote. - **Closing & Forecasting:** Call deals with accuracy. Drive urgency without being pushy. Keep a clean, current pipeline. Involve leadership early.