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Reducto is an agentic document platform serving leading AI teams and enterprises. The company has achieved 8x YoY revenue growth, partnered with hundreds of organizations including Harvey, Vanta, Scale, and FAANG companies, and raised over $100M from top-tier investors (a16z, Benchmark, First Round Capital).
You will lead and develop a team of Growth Account Executives, defining Reducto's sales motion, playbook, and culture for upmarket expansion. This is a foundational hire that will shape how the company sells to the world's most complex organizations and unlock the next phase of growth. You will work directly with the founding team, influence product direction, and build the GTM foundation from the ground up.
Key responsibilities include:
- Lead, coach, and develop a team of Growth Account Executives focused on complex, multi-stakeholder sales cycles with $100K–$1M+ ACV targets
- Define and implement Reducto's growth sales motion, including qualification methodology, discovery frameworks, mutual action plans, and executive engagement strategies
- Build and refine the growth sales playbook, including competitive positioning, objection handling, and champion development strategies
- Establish forecasting practices, pipeline review cadences, and CRM hygiene standards for the growth segment
- Partner with RevOps on territory models, account segmentation, quota structures, and performance reporting
- Collaborate with Marketing on growth demand generation, ABM programs, and field event strategy
- Partner with Product to surface growth requirements, influence the roadmap, and ensure solutions address critical customer pain points
- Hire, onboard, and ramp a world-class team of Growth AEs as the company scales
- Act as a thought partner to GTM leadership on growth strategy, pricing, and go-to-market motion
Requirements:
- 6–10+ years of growth/mid-market B2B SaaS sales experience, including at least 2–4 years in a management or player/coach capacity
- Proven track record of building, coaching, and scaling high-performing growth/mid-market sales teams with a history of promoting reps into senior roles
- Personal experience closing or managing deals with $100K+ ACV, navigating multi-threaded stakeholder environments, and running long, complex sales cycles from discovery through procurement
- Builder mentality: ability to create sales motions and playbooks from near-zero in high-growth startups; comfort with structure without bureaucracy
- Technical acumen: ability to hold conversations with VPs of Engineering, Heads of AI, and enterprise architects; understanding of API-based products, AI/ML infrastructure landscape, and how technical teams evaluate developer tooling
- Strong forecasting and pipeline rigor: experience with MEDDPICC or equivalent qualification frameworks; ability to use data to diagnose risk and communicate clearly to leadership
- Cross-functional partnership skills: ability to work fluidly with Product, Marketing, RevOps, and Customer Success; experience translating field insights into product feedback and ensuring seamless post-close handoffs
Bonus qualifications:
- Experience selling AI/ML infrastructure, document processing, or developer tooling into growth accounts
- Network of growth and enterprise relationships in financial services, insurance, healthcare, or legal verticals
- Experience with usage-based or consumption pricing models
- Track record building a growth or enterprise sales function from scratch at an early-stage company
- Thoughtful use of AI in workflow for coaching, deal strategy, and operational leverage
