Account Executive (San Francisco)
You own deals end to end. You take pipeline from our SF field GTM team, inbound signups, and your own outbound, and you carry it from first real conversation through POC, negotiation, and close. Our sales motion is consultative and proof-driven: customers test Massive in their own environment against their current vendor, and you guide that evaluation to a win and then an expansion.
Location & compensation
- San Francisco based, remote company, no office. In person with customers and at events as useful.
- Base ~$110k + ~$110k variable (~$220k OTE, 50/50), plus equity compensation. Competitive range: OTE $190k–$230k depending on experience.
Responsibilities
- Run discovery with engineers, data leads, and founders, and map the technical and commercial fit.
- Scope and drive POCs where the customer benchmarks Massive against their current stack in their own environment.
- Own pricing and negotiation across residential proxies, Web Render, and ISP (per-GB with minimums, credits, ISP counts), and get deals to signature.
- Manage your pipeline honestly through our HubSpot stages, log deals to our ACV conventions, and post wins in the standard team format.
- Expand accounts after the first close, and partner closely with GTM reps and product.
Requirements
- 3–6 years closing B2B, ideally developer tools, infrastructure, data, or API products, with a track record of hitting quota.
- Comfortable holding a technical conversation with an engineering or data audience without needing an SE in the room for every call.
- A POC-driven, consultative seller who can also move fast and create urgency.
- Based in San Francisco. Disciplined with CRM hygiene and forecasting.
Nice to have
- Sold proxies, web data, scraping, or AI infrastructure before.
- An existing network of data/AI buyers in the Bay Area.
- Early-stage or founder-adjacent experience (you're comfortable with ambiguity and a fast-moving product).