Account Executive

Overview

You're selling Docket's conversational AI agent to companies that want to convert more website visitors. The product sits on their website and acts like a product expert + inbound SDR, engaging visitors in real-time. You're selling primarily to marketing leaders, revenue ops, and sales leaders at B2B companies. This is a Series A company with strong early traction—the CEO's last exit was to ZoomInfo, and they're shipping new features weekly.

Role Snapshot

Company Context

Stage: Series A

Size: 143 employees

Growth: Accelerating hard after a strong 2025, weekly product releases, customers going live in days not months

Market Position: Challenger in conversational AI—competing against Drift/Intercom chatbots and companies building custom AI agents. Category is hot but getting crowded fast.

GTM Reality

Pipeline Sources:

• 60% Inbound - Demo requests from website (people literally using Aura to book meetings), content marketing, word-of-mouth from early customers
• 30% Outbound - You're targeting companies with high website traffic but low conversion, reaching out to VP Marketing, Head of Revenue Ops, CRO
• 10% Referrals/Partners - Early stage so not systematic yet

SDR/AE Structure: Likely no dedicated SDR team at this stage—you're working inbound leads but also self-sourcing to hit quota

SE Support: No dedicated SE mentioned. You're doing your own demos. Product is designed to be simple enough that you can show it yourself.

Competitive Landscape

Main Competitors:

• Legacy chatbot vendors (Drift, Intercom, Qualified)
• Companies building custom AI agents with LLMs
• Other emerging agentic AI vendors

How They Differentiate: Fully productized agentic solution vs old-school rule-based chatbots. Faster to deploy than custom builds (days not months). Positioning as "human-like" conversation quality vs robotic chatbot experiences.

Common Objections:

• "We already have a chatbot" (Drift/Intercom)
• "We're building our own with OpenAI"
• "How is this different from [new competitor]?"
• "What if it gives wrong answers about our product?"
• "We don't have traffic/conversion issues"

Win Themes:

• Speed to value (live in days)
• Better engagement/conversion than static chatbots
• Less engineering work than custom builds
• Weekly product improvements

What You'll Actually Do

Time Breakdown

Active Deals (40%) | Demos/Discovery (30%) | Prospecting (20%) | Internal (10%)

Key Activities

• Discovery calls with inbound leads: You're qualifying whether they have enough website traffic to justify the investment, understanding their current chatbot/conversion setup, and figuring out who else needs to be involved (often marketing + revenue ops + maybe product)

• Product demos: You're walking through how Aura works on their website, showing the conversation flow, explaining how it qualifies visitors vs just answering questions. You're screen-sharing their site and explaining what it would look like integrated. Most demos are 30-45 minutes.

• Outbound prospecting: You're researching B2B companies with high web traffic, finding the right marketing/ops contacts, sending personalized emails or LinkedIn messages. You're looking for signals like "we just revamped our website" or "we're investing in demand gen."

• Navigating multi-stakeholder deals: Even though cycles are short, you're often dealing with marketing (wants better leads), sales (wants qualified pipeline), and sometimes IT/security (needs to approve vendor). You're scheduling group demos and managing Slack channels or email threads to keep everyone aligned.

• Closing and handoff: Once they sign, you're introducing them to implementation/CS. Since go-live is fast, you might stay involved in the first week to make sure they're happy and spot expansion opportunities.

The Honest Reality

What's Hard

• Category education: A lot of prospects think "AI chatbot" and lump you in with Drift. You're explaining agentic AI and why it's different, which gets repetitive. Some people don't get it until they try it.

• Fast-moving market: New competitors are popping up constantly. You need to stay sharp on what makes Docket different when a prospect says "we're also looking at [new vendor]." Product team is shipping fast, which is good, but you're constantly learning new features.

• Early-stage chaos: Series A means processes are still being built. You might not have perfect collateral, pricing might shift, the story is still being refined. You're giving a lot of feedback to product and marketing. If you need everything buttoned-up, this will frustrate you.

• Self-sourcing pressure: If inbound slows down, you're on the hook to generate your own pipeline. No SDR army to rely on.

What Success Looks Like

• Closing 6-10 deals per quarter in the $15-50K range
• Keeping sales cycles under 6 weeks from demo to close
• Getting customers live and happy fast so they become references and expand
• Building a steady outbound motion so you're not totally dependent on inbound

Who You're Selling To

Primary Buyers:

• VP Marketing / Head of Demand Gen (cares about conversion rates, lead quality)
• Head of Revenue Operations (cares about sales efficiency, pipeline data)
• CRO / VP Sales (cares about more qualified pipeline, faster rep ramp)

What They Care About:

• Website conversion rate (are visitors bouncing or engaging?)
• Lead quality (are we generating junk MQLs or real opportunities?)
• Speed to value (can we deploy this without a 6-month IT project?)
• ROI (will this pay for itself in better pipeline?)
• Differentiation from existing chatbots or competitors they've tried

Requirements

• 3-5 years of full-cycle AE experience, ideally selling marketing tech, sales tech, or conversational AI
• Comfortable in Series A environments—you're okay with ambiguity, building process, and giving product feedback
• Strong product demo skills (you're doing technical demos without an SE)
• Self-sufficient in prospecting—you can build your own pipeline when needed
• Curious about AI and can speak intelligently about agentic vs traditional chatbots
• High output and pleasantly persistent (VP's words)—you follow up without being annoying
• U.S.-based (remote is fine)