Account Executive

About the role

• Position: Account Executive
• Location: San Francisco, CA / Atlanta, GA (Hybrid/Remote Flexibility)
• Type: Full-Time
• Experience: 2-4 Years in SaaS/AI Sales
• WHY COWORKER?

Coworker is redefining how organizations work with AI. Our platform delivers the same chat, cowork, and code capabilities that enterprises need - at 80% lower cost with identical output quality. We do this by ensuring through our technology that every task has the right context and model to be completed most effectively. We're a fast-scaling startup with a powerful PLG engine and rapidly growing enterprise pipeline.

The Role

Drive AI adoption for organizations under 1,000 employees - from PLG conversion to strategic expansion. We're seeking a high-performing Account Executive to own the full sales cycle for SMB and Mid-Market accounts (under 1,000 employees). You'll convert PLG-driven leads into paying customers, identify expansion opportunities, and build a predictable revenue engine. Ideal for an ambitious AE with 2-4 years of SaaS sales experience.

What You'll Do

• Own the Full Cycle: Manage 30-40 opportunities monthly, from qualification through close (1-2 month cycles).
• PLG Conversion: Convert self-serve signups into strategic, multi-seat contracts.
• Hunt & Generate Pipeline: Proactively identify and engage target accounts; generate 50%+ of your own pipeline through strategic outbound hunting.
• Prospect & Qualify: Partner with the Growth team; supplement inbound with daily outbound activities.
• Discovery & Demo: Map pain points to platform capabilities; deliver tailored ROI-focused demos.
• Deal Strategy: Navigate multi-stakeholder deals using MEDDIC/BANT; overcome objections on budget, security, integration.
• AI Advisory: Advise organizations implementing AI across teams using tools like Claude, ChatGPT, and other platforms - optimizing existing AI investments alongside Coworker.

Requirements

• Experience: 2-4 years in SaaS closing roles (SDR/BDR promotion preferred); consistent 75%+ quota attainment; familiarity with mid-market sales cycles (30-60 days).
• Sales Skills: Strong prospecting instincts, negotiation skills, and ability to articulate technical value propositions clearly to both technical and non-technical buyers.
• AI Fluency: Hands-on experience with AI tools beyond basic chat (Claude, ChatGPT, Cursor, etc.) - ability to advise customers on implementing AI efficiently across their organization alongside other tools.
• Mindset: Hustle, ownership, hunger to learn, coachable attitude, and resilience in ambiguous, fast-changing environments.
• Competitive Drive: Extremely competitive and self-motivated with a track record of overachievement.

Preferred Qualifications

• 1+ years selling to mid-market or enterprise SaaS
• Familiarity with AI and Enterprise AI landscape
• Experience with PLG motion or product-led sales
• Existing relationships in the SMB/Mid-Market B2B SaaS ecosystem

Compensation & Benefits

OTE: $210,000-$240,000 (50/50 base/variable split)

• Base Salary: $105,000-$120,000
• Variable Commission: $105,000-$120,000+ (uncapped accelerators for overperformance)
• Equity: Extremely generous equity in early-stage company
• Ramp: Structured ramp program with guaranteed draw
• Benefits: Health/dental/vision insurance, 401(k), unlimited PTO

Career Development

• Mentorship: Paired with senior AEs for deal reviews and skill-building
• Promotion Path: Clear trajectory to Enterprise AE or Team Lead within 18-24 months
• Training: Workshops on MEDDIC, AI tooling and analysis, and startup autonomy