Account Executive

The role

You own deals end to end. You take pipeline from inbound signups, our field GTM motion, and your own outbound, and you carry it from first real conversation through POC, negotiation, close, and expansion. Our motion is consultative and proof-driven: customers benchmark Massive in their own environment against their current vendor, and you guide that evaluation to a win.

• Run discovery with engineers, data leads, and founders, and map the technical and commercial fit.
• Scope and drive POCs where the customer benchmarks Massive against their current stack.
• Own pricing and negotiation across residential proxies, Web Render, and ISP, and get deals to signature.
• Manage your pipeline honestly through our HubSpot stages, log deals to our ACV conventions, and post wins in the standard team format.
• Expand accounts after the first close, and feed what you hear in the market back to GTM and product.

Execution is getting easier. Every rep now has Claude or GPT to research accounts, sharpen messaging, build sequences, and run multichannel outreach. That layer is table stakes here — you'll get Claude Max and every tool you ask for on day one.

Judgment is what we pay for. The reps who win at Massive understand the customer's pain without having it spoon-fed. They know who actually cares about the value we create. They notice when the market shifts, when the product changes, when the old pitch stops working — and they adjust without waiting for someone to tell them. If you need the premise explained before you can start digging, this will be a frustrating place to work. If ambiguity makes you start researching, you'll love it.

• 3–6 years closing B2B — developer tools, infrastructure, data, or API products — with a quota track record you can walk through number by number.
• Comfortable holding a technical conversation with an engineering audience without an SE in the room.
• A POC-driven, consultative seller who also moves fast and creates urgency.
• Self-directed to a fault. We give you tools, knowledge, and support — the learning is yours to do, and fast.
• Direct about money. You know your number, you'll ask about OTE, and comp conversations energize you rather than embarrass you.

If you've read this far, I expect you to be fully prepared when I ask what we do and who we sell to, as if you've been here for two years.