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Unwrap.AI is a venture-backed B2B SaaS company (Series A, $12M raised) on a mission to help companies understand their customers through AI-powered feedback analysis. The platform ingests feedback from thousands of sources—support channels, surveys, social media—uses state-of-the-art NLP to extract actionable insights, and empowers product teams to ship better products. Founded by two ex-Amazon Alexa Product Managers, Unwrap serves leading companies including Stripe, Perplexity, DoorDash, Microsoft, Lyft, lululemon, WHOOP, Oura, and Clay.
The company is expanding its mid-market sales team after recent success and is now a team of 40 based in Santa Barbara, growing rapidly.
In this Mid-Market Account Executive role, you will operate with significant autonomy to hunt and close deals ranging from $50,000 to six figures, with the largest deals exceeding $1M annually and typically requiring 6–9 months to close. Success depends on two core competencies: (1) creatively discovering and pursuing your own leads—the company's biggest accounts come from AEs finding innovative ways to reach the right buyer at the right time; and (2) building deep trust with prospects so they want to work with you through complex, lengthy sales cycles.
You'll have the opportunity to close seven-figure deals, learn about and influence all parts of the business (finance, people, fundraising, product), and rapidly advance your career alongside company growth. You'll collaborate with experienced teammates, entrepreneurs, and advisors, and receive significant, potentially life-changing equity.
REQUIREMENTS:
- Proven B2B SaaS sales experience
- Full-cycle, mid-market sales background
- Consistent track record of outperforming quota through self-generated pipeline
- Ability to thrive in a fast-paced startup environment with minimal existing processes or materials; comfortable creating your own processes and materials as needed
- Passion for customer experience and helping brands listen to their customers
- Exceptional work ethic and top-performer mentality
- Strong interpersonal skills; teammates enjoy working with you
