Enterprise Account Executive

Overview

You're selling SpatialChat's virtual meeting platform to enterprise buyers. This is full-cycle, meaning you prospect, demo, negotiate, and close everything yourself. You're at a 21-person startup competing against Zoom, Teams, and newer spatial audio platforms, so expect to do a lot of educating on why someone should switch or add another tool.

Role Snapshot

Company Context

Stage: Early-stage (21 employees, funding unknown but small team indicates seed or bootstrap)

Size: 21 employees

Growth: Hiring 2 AEs suggests they're trying to scale GTM motion

Market Position: Challenger in crowded virtual meeting space—competing against entrenched players (Zoom, Teams) and newer spatial audio platforms (Gather, Wonder, Remo)

GTM Reality

Pipeline Sources:

• 80%+ Outbound - You're building lists, making cold calls, sending LinkedIn messages, running email sequences
• 10-15% Inbound - Limited website traffic, some demo requests from marketing efforts
• 5-10% Referrals - Early customers referring similar companies

SDR/AE Structure: No SDR support mentioned. You're doing all your own prospecting and qualification.

SE Support: Unclear—likely no dedicated SE at this size, so you're running technical demos yourself or the CEO/CTO joins for complex technical questions.

Competitive Landscape

Main Competitors: Zoom, Microsoft Teams (incumbent video platforms), Gather, Wonder, Remo (spatial audio competitors), Slack Huddles

How They Differentiate: Spatial audio positioning (proximity-based conversations vs grid view), likely emphasizing more natural virtual interactions

Common Objections: "We already have Zoom/Teams," "Why do we need another meeting tool," "Our team won't adopt it," "Too expensive to justify vs what we have," "Security/compliance concerns with newer platform"

Win Themes: Better for workshops/collaborative sessions, reduces Zoom fatigue with spatial interactions, more engaging for remote teams, modern alternative to legacy video tools

What You'll Actually Do

Time Breakdown

Prospecting (40%) | Active Deals (35%) | Internal/Admin (25%)

Key Activities

• Cold Outbound Prospecting: 40-60 calls/day to HR leaders, remote work leads, L&D teams, IT decision-makers at mid-market and enterprise companies. Most calls go to voicemail. You're trying to book 8-12 discovery calls per week.
• Discovery & Demo Calls: Running 10-15 calls per week. First call is understanding their meeting pain points and remote work setup. Second call is a live product demo showing spatial features. You're competing against "we already have Zoom" inertia.
• Enterprise Sales Cycle Management: Chasing down stakeholders for follow-up meetings, navigating procurement processes, dealing with IT security reviews, building business cases for why they need another collaboration tool. Most deals involve 3-6 stakeholders.
• Proposal & Negotiation: Creating custom pricing proposals, negotiating contract terms, getting legal approval, managing pilots/POCs. Enterprise deals often require 30-60 day trials before commitment.

The Honest Reality

What's Hard

• Category Creation Fatigue: You're selling against "we already have Zoom/Teams" constantly. Many prospects don't see the problem you're solving as urgent enough to justify change.
• No SDR Buffer: You're doing all prospecting yourself while also managing active deals. When you're deep in a negotiation, your pipeline suffers because you're not prospecting.
• Startup Risk: 21 people means resources are tight, product has bugs, integrations are limited, and prospects worry about vendor stability. Enterprise buyers will push back on company size.
• Long Cycles, Small Team: Enterprise deals take 3-4 months but you don't have a big support team. You're doing your own proposals, coordinating trials, handling technical questions, and probably doing customer onboarding too.
• Adoption Risk: Even when you close a deal, IT might approve it but employees stick with Zoom. Renewal risk is real if adoption doesn't happen.

What Success Looks Like

• Closing 2-3 enterprise deals per quarter ($15K-75K ACV range)
• Building a pipeline of 15-20 active qualified opportunities
• 10-15% demo-to-close conversion rate (realistic given displacement/addition sale difficulty)
• Getting past "we already have video conferencing" objection to reach real stakeholders

Who You're Selling To

Primary Buyers:

• Head of Remote Work / Employee Experience (mid-market/enterprise)
• VP of People / HR (for virtual culture/engagement initiatives)
• CTO / IT Director (technical/security evaluation)
• L&D / Training leads (for workshops and collaborative sessions)

What They Care About:

• Reducing Zoom fatigue and improving virtual meeting engagement
• Better collaboration for distributed teams vs traditional grid view
• ROI justification vs existing Microsoft/Zoom licenses
• Security, compliance, data privacy (SOC 2, GDPR, etc.)
• Integration with existing tools (Slack, calendar, SSO)
• Adoption risk—will employees actually use it?

Requirements

• 3-5 years B2B SaaS sales experience, preferably full-cycle
• Experience selling collaboration/productivity tools or selling against entrenched incumbents
• Comfortable with high outbound activity—cold calling, email sequences, LinkedIn prospecting
• Enterprise sales experience navigating multi-stakeholder deals and procurement processes
• Ability to run technical product demos (no SE support guaranteed)
• Based in Gurgaon and willing to work on-site full-time
• Comfortable with startup environment—limited resources, evolving product, wearing multiple hats