Account Executive

Overview

You sell Siro's AI conversation recording and coaching platform to sales leaders running in-person sales teams—think auto dealerships, home improvement contractors, HVAC companies, home builders, multifamily leasing offices. These buyers aren't familiar with conversation intelligence yet (it's mostly been a SaaS/remote sales thing), so you spend a lot of time explaining the category before you can even talk about Siro specifically.

Role Snapshot

Company Context

Stage: Early growth (96 employees, specific funding unknown)

Size: 96 employees

Growth: Actively hiring multiple AEs, poster mentions "strong product-market fit" and "massive greenfield market"

Market Position: Category creator in in-person sales conversation intelligence—Gong and Chorus dominate remote/SaaS sales, but this market is largely untapped

GTM Reality

Pipeline Sources:

• 30% Inbound - likely industry conference leads, website sign-ups from content marketing, referrals from existing customers
• 70% Outbound - cold calling sales leaders at dealerships/contractors, LinkedIn outreach, vertical-specific targeting

SDR/AE Structure: Unknown from post, but at 96 people they likely have some SDR support—expect a mix of self-sourcing and SDR-generated meetings

SE Support: Probably light—product demos are relatively straightforward (show the app recording/analyzing conversations), though may have SE help for larger enterprise deals

Competitive Landscape

Main Competitors:

• Status quo (sales leaders just doing ride-alongs and manual coaching)
• Generic call recording tools without AI analysis
• Adjacent players like ExecVision (contact center focused)

How They Differentiate: Built specifically for in-person conversations (mobile app that records face-to-face sales), not just phone calls. AI analysis tailored to these industries rather than SaaS sales language.

Common Objections:

• "Our team won't use an app/will forget to turn it on"
• "We already do ride-alongs with our managers"
• "How do we know the AI understands our industry?"
• Privacy/compliance concerns about recording customers
• "We don't have budget for this right now"

Win Themes:

• Surface insights from 100% of conversations, not just the ones managers can sit in on
• Share what top performers are saying across the whole team
• Catch issues (bad pricing, compliance problems) before they become patterns

What You'll Actually Do

Time Breakdown

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

Key Activities

• Cold outreach to sales leaders: You're calling/emailing VPs of Sales, General Managers at dealership groups, Directors of Sales at home improvement companies. Most haven't heard of conversation intelligence. You're trying to get 30-45 minutes to explain the concept and show a demo.

• Running discovery and demos: You walk through how the mobile app works, show sample analyzed conversations, explain the coaching workflow. A lot of the demo is "imagine if you could see what your entire team is saying to customers" because they don't have a reference point for this.

• Multi-threading deals: You need the sales leader bought in, but also often need to get IT comfortable with data security, finance to approve budget, and sometimes legal to review recording consent policies. Deals stall when one of these stakeholders goes dark.

• Building business cases: Since this is new budget (not replacing an existing tool), you're putting together ROI calculators showing how catching one bad pricing pattern or replicating one top performer's technique pays for the software.

The Honest Reality

What's Hard

• You're selling to industries (auto, home improvement, construction) that move slower on technology adoption than SaaS companies. Decision cycles can drag because "we'll revisit this next quarter" is common.

• Many of your prospects don't have strong comp plans or incentive structures, so they're not feeling acute pain around sales performance. You're often creating urgency rather than responding to it.

• The product requires adoption from frontline sales reps (they have to use the app), not just the manager who buys it. Implementation and change management become your problem if the team doesn't use it consistently.

• At 96 people, processes are still being figured out. Expect things like commission structure, territory assignments, and sales methodology to evolve while you're there.

What Success Looks Like

• Closing 8-12 deals per year at $20-75K each to hit your $600-900K quota
• Building a pipeline of 3-4x your quarterly number because conversion rates are still being figured out in a new category
• Getting customers live and using the product consistently (your renewal/expansion potential depends on actual usage)

Who You're Selling To

Primary Buyers:

• VP of Sales / Sales Directors at dealership groups, contractor companies, home builders (15-200 person sales teams)
• General Managers / Regional Managers who own sales performance but aren't necessarily tech-forward

What They Care About:

• Increasing close rates and average deal size without hiring more people
• Scaling coaching beyond what managers can do in ride-alongs
• Reducing turnover by getting new reps productive faster
• Catching compliance or pricing issues before they spread
• Proving ROI to their CFO/CEO who controls budget

Requirements

• 2-4 years of B2B sales experience, preferably selling software to non-technical buyers
• Comfortable with outbound prospecting—you'll be sourcing a lot of your own pipeline
• Ability to explain technical concepts (AI, conversation analysis) to people who aren't in tech
• Experience selling into traditional/brick-and-mortar industries is a plus (auto, construction, retail, etc.)
• Track record of hitting quota in a consultative sales role where you're educating buyers, not just taking orders