Enterprise Account Executive at StartupTAP

United States

$300k - $500k

<div>We’re partnered with <strong>Guava</strong> (<a href="https://goguava.ai/" rel="noopener noreferrer" target="_blank">https://goguava.ai/</a>), an early-stage voice AI company building infrastructure designed for complex, regulated environments, to hire an <strong>Enterprise Account Executive</strong>.</div><div><br></div><div>This person will own new-logo acquisition across Guava’s largest and most strategic accounts, building pipeline from the ground up, navigating complex multi-stakeholder buying processes, and closing business with organizations operating at scale across regulated industries.</div><div><br></div><div>This is a high-autonomy hunting role for someone who is comfortable selling a technical product to both technical and business stakeholders within the same sales cycle, including CTOs, engineering leaders, CROs, COOs, and operations executives.</div><div><br></div><h2>What You’ll Do</h2><ul><li class="">Own outbound prospecting and pipeline generation across strategic enterprise accounts, building your own book of business.</li><li class="">Identify, engage, and multi-thread key stakeholders across technical, operational, and executive functions.</li><li class="">Develop and execute strategic account plans across Guava’s core verticals, including healthcare, banking, insurance, BPOs, and tech-native platforms.</li><li class="">Partner with marketing and SDR resources to convert inbound interest into qualified enterprise opportunities.</li><li class="">Run full-cycle enterprise sales processes from initial outreach and discovery through negotiation and signed contract.</li><li class="">Lead discovery, solution positioning, and value-based conversations with both technical and executive stakeholders.</li><li class="">Partner closely with Solutions Engineering and Forward Deployed Engineering teams throughout technical evaluations and POCs.</li><li class="">Navigate procurement, legal, security, and compliance reviews common within large regulated organizations.</li><li class="">Maintain disciplined pipeline management, forecasting, and CRM hygiene.</li><li class="">Develop deep expertise in Guava’s target industries and the broader voice AI landscape, bringing market feedback directly to product and leadership.</li><li class="">Represent Guava at industry events, conferences, and executive-level meetings.</li></ul><div><br></div><h2>What We’re Looking For</h2><ul><li class="">10+ years of enterprise B2B sales experience with a consistent record of closing net-new logos.</li><li class="">Experience selling complex technical or infrastructure-oriented products, ideally across API platforms, SaaS, AI/ML, voice technology, or communications.</li><li class="">Proven success navigating longer, multi-stakeholder sales cycles of 3+ months.</li><li class="">Experience selling into regulated industries such as healthcare, financial services, or insurance.</li><li class="">Comfortable selling simultaneously to technical buyers, including CTOs and engineering leaders, and business executives such as CROs, COOs, and VPs of Operations.</li><li class="">Strong outbound orientation with the ability to independently create pipeline and develop strategic accounts.</li><li class="">Excellent executive presence and C-suite communication skills.</li><li class="">Highly organized with strong forecasting discipline and CRM hygiene.</li><li class="">Comfortable operating with significant autonomy in a fast-moving environment.</li><li class="">Must be based in the US. This is a full-time, remote position.</li></ul><div><br></div><h2>Nice to Have</h2><ul><li class="">Direct experience selling into BPOs, healthcare systems, banking or lending organizations, or insurance carriers.</li><li class="">Familiarity with compliance-driven buying environments involving SOC 2, HITRUST, PCI, or HIPAA.</li><li class="">Early or growth-stage startup experience helping define or build an enterprise sales motion.</li><li class="">Experience partnering closely with Solutions Engineering or Forward Deployed Engineering teams.</li></ul><div><br></div><h2>Why Guava</h2><ul><li class="">Join an early-stage AI company tackling voice technology in environments where reliability, security, and compliance are critical.</li><li class="">Sell a platform backed by years of experience operating voice technology in regulated production environments.</li><li class="">Enter at a stage where the enterprise sales motion is still being shaped, giving you meaningful influence over how the company goes to market.</li><li class="">Work closely with a highly technical team that can support complex evaluations, architecture discussions, and customer implementations.</li><li class="">Maintain a direct line to company leadership and contribute market feedback that can influence product and GTM strategy.</li><li class="">Join a high-ownership environment where successful early hires can grow alongside the organization.</li><li class="">Competitive base salary, uncapped commission, and equity.</li><li class=""><strong>OTE range: $300,000-$500,000</strong>, based on experience and performance.</li></ul>