Account Executive

About us:

Parabola is a workflow builder that makes it easy to organize and transform messy data from anywhere—even PDFs, emails, and spreadsheets—so that forward-thinking teams can automate the work they thought would always be manual.

Teams at fast-moving companies like Brooklinen, On Running, and Flexport use Parabola to save hundreds of hours and finally take on the projects that used to feel out of reach. Whether it’s reconciling inventory across multiple 3PLs, auditing invoices, or manually exporting the same report every Monday, Parabola gives teams the power to automate it—all without needing engineering support.

Parabola is backed by OpenView Partners, Matrix Partners, Thrive Capital and more.

About the role:

Our customers describe Parabola as giving them dignity, making them feel powerful, their work more fulfilling and the tool that increases their capacity and force multiplies their impact . To help us bring Parabola to as many brands as possible, we're looking to grow our sales team.

The right person for this role wants to help us build the go-to-market playbook to support Parabola's ambitions. You feel connected to our mission to empower operators closest to the problems and with the most relevant knowledge and want to be a part of changing the way people work in the world of automation and AI.

You'll be working closely with our Head of Sales & Customer Experience and the rest of our GTM org in building the foundation of our sales organization. You will be a significant driver of revenue growth, evangelizing Parabola to businesses who can benefit immensely from adopting our platform.

The ideal candidate is curious, loves going deep on product, and wants to be in a position to actually solve customer problems with AI that works today. They are thoughtful, organized, gritty and are comfortable engaging both technical and non-technical stakeholders in growing and Mid-Market organizations.

What you'll be doing:

• Evangelize Parabola. You get to open peoples eyes to the fact that they can automate and improve processes that they had counted out, especially without an IT team or engineering skillset. The processes that require a ton of different data sources - many unstructured (think email & PDF) - that change often, happen with a high level of frequency, and require human logic.

  • PS…It’s pretty awesome to experience someone’s AH-HA moment on that first call. You see eyes light up and the wheels spin with all of the possibilities. From there we get to work identifying use cases that are hair on fire problems that impact the most important metrics in the business - things like revenue, cost, growth and risk.

• You’ll source and close new business to consistently meet or exceed quarterly sales quotas.

• Lead discovery calls with prospective customers, helping them identify meaningful initial use cases for Parabola.

• You have an operating rhythm that keeps you on top of your customers needs, deal velocity, stakeholder management and ultimately helps you hit your targets consistently.

• Lead demos and manage risk free 30-day proof of concepts for leading retail, freight and other operationally complex businesses looking to deploy Parabola across their company.

• Share learnings from customer conversations with product, engineering, and design teams.

• Because our product is insanely horizontal, the first team we work with is just the tip of the iceberg. You’ll understand what is important in parts of business that are upstream and downstream of the team you are already working with and help them collaborate better with their teammates and identify processes that would give them massive leverage as well!

• Be a key contributor to building out a playbook that supports the current team and is the foundation for GTM team growth.

What we think you'll need to do it:

• 3-4+ years of experience working as an Account Executive, ideally in a fast-growing startup or larger tech company. More important than years of experience, you are a fast learner and excel in environments with ambiguous, challenging problems. We're happy to tailor scope, compensation, and title on experience!

• Experience running the full sales cycle, from prospecting, through POCs, commercials and initial expansion.

• You have been through a formal sales training and have a methodology that helps execute at a high level, consistently. We have process and methodology to help you be as successful as possible here but coming with baseline sales excellence skill set if critical. We move fast!

• You know how to get to the root of what is important to a customer and add value fast. Velocity matters in getting teams launched in a proof of concept. It is there where the magic happens.

• Horizontal product experience is a plus and demonstrating the ability to tailor a value proposition to different personas is critical.

• Strong written and verbal communication skills and can build trust and rapport with others quickly.

• Experience learning new tools, processes, industries/verticals and building things from scratch.

• You're based in San Francisco or New York and comfortable commuting to the office 3-4x a week.

• A growth mindset. You are constantly looking for ways to grow and learn and you'll bring that excitement about growth to the company.

• Product pro. You strive to be an expert in your product and pride yourself in going deeper than most to understand customer pain points and use cases.

• Pride in your craft. You are organized and thoughtful and have a strong work ethic. You care about your work.

• You are you. You are unique. You bring something great and uniquely awesome to the team. You are proud of who you are and you care about fostering an environment that is inclusive, caring, fulfilling and fun.

OTE Range: $180,000 - $220,000

This OTE range represents the minimum and maximum for this role based in San Francisco or New York City. The OTE given for this position is dependent on multiple factors, including years of experience, interview performance and anticipated responsibilities of the role. Our OTE is one component of Parabola’s competitive total package, which also includes equity and premium health and wellness benefits.