Account Executive

Job Description ACCOUNT EXECUTIVE Experience Range: 3-5 years Department: Sales Focus Markets: US / UKEurope / Middle East / India Location: Viman Nagar, Pune Employment Type: Full-time (WFO, 5 days) About Us: Aurochs is a B2B SAAS organization in the area of sales performance management for SMEs and large enterprises across the globe. We are a Pune, India based organization that was co-founded by a couple of IIT Bombay Alumni in the year 2014. Our newer product Incentivate was launched in late 2021. Incentivate is a modern Sales Performance Management (SPM) / Incentive Automation platform used by enterprises across the US, Europe, Middle East & APAC. We help companies eliminate spreadsheet chaos, streamline incentive operations, improve data trust, and drive performance outcomes through AI-assisted, no-code configuration capabilities. Our clients include Fortune 500 and mid-market companies across Life Sciences, BFSI, SaaS, Manufacturing, and Distribution. We are a strong team of 50+ analysts and solution developers. We are expanding our team to meet our growth plans. More about us can be learned at www.incentivatesolutions.com, www.aurochssolutions.com About the Role: We are looking for a high-energy, outcome-driven, and customer-focused Account Executive (AE) who can accelerate our growth across key markets. This role will own the entire sales cycle from qualification to demo to proposal to contract closure. You will collaborate closely with SDRs, product, delivery, and leadership teams to jointly drive revenue growth. You'll also work closely with the Delivery team in ensuring a smooth transition from prospect to customer. This role demands a strong consultative selling approach, attention to detail, and the ability to translate client needs into actionable solutions. Key Responsibilities: - Manage and execute full-cycle sales to closure (prospect qualify solutioning pricing negotiation close) - Deeply understand Incentivate product, use-cases, differentiation and ICP - Run compelling product pitches, demos, and value-based conversations for CXO and senior leadership stakeholders (CRO, CFO, CHRO, Sales Ops, Finance, IT) - Build territory / segment plan and maintain strong predictable pipeline - Convert inbound + outbound leads into revenue - Collaborate with marketing, SDR, leadership, and delivery teams to ensure aligned motion - Prepare proposals / SoWs / commercial models. Negotiate contracts, pricing, and terms to ensure mutual success. - Maintain and expand relationships with existing clients to encourage renewals and upsells. - Maintain rigorous Zoho CRM hygiene and forecasting cadence - Become a domain expert in Sales Performance Management - Meet or exceed assigned sales and revenue targets. Requirements: - 35 years of B2B SaaS or enterprise tech selling experience - Experience selling in one or more of the following markets US, UK, Europe, Middle East - Experience selling to enterprise or mid-market clients - Prior exposure to SPM/ICM/Comp automation OR HRTech/RevOps/SalesTech category is a strong plus - Familiarity with multi-stakeholder enterprise sales cycles - Proven record of successfully building relationships, managing client accounts, and closing deals - Strong consultative selling and value-selling ability - Storytelling, discovery, objection handling, and negotiation skills - Strong communication for global audiences - Detail-driven, disciplined, process-oriented - Familiarity with CRM tools such as HubSpot, Zoho, or similar. - Ability to work cross-functionally with technical and non-technical teams for POCs - Ability to work with structured sales processes Performance KPIs: - Pipeline generation - Opportunities progressed - Win rate & deal velocity - ACV closed / revenue impact Why Join Us: - Build the growth engine for a fast-growing AI-powered SPM platform - Work with global customers & leadership - Freedom to experiment with GTM motions high autonomy, high ownership - Competitive compensation + performance-linked incentives - Dynamic startup environment with room for growth and learning - Collaborative and innovation-driven team culture