Enterprise Account Executive

Summary

Own new-logo acquisition across Guava's largest, most strategic accounts — building pipeline from scratch, running complex multi-stakeholder deals, and closing with the organizations that run regulated industries at scale. High-autonomy hunting role selling to both technical (CTO, eng leaders) and business (CRO, COO, VP Ops) buyers in the same cycle.

What you'll do

• Own outbound prospecting and pipeline generation for enterprise accounts — you build your own book.
• Identify and map key stakeholders across technical and business functions within target accounts.
• Develop and execute account plans across Guava's core verticals: healthcare, banking, insurance, BPOs, tech-native platforms.
• Partner with marketing and SDRs to convert inbound interest into qualified enterprise opportunities.
• Run full-cycle enterprise deals from first meeting through signed contract; manage complex multi-threaded processes.
• Lead discovery, solution positioning, and value-based selling to technical and executive stakeholders.
• Coordinate with Solutions Engineering and Forward Deployed Engineers on technical fit and POC execution.
• Navigate procurement, legal, and security review processes common in regulated-industry enterprises.
• Accurately forecast pipeline and close dates with disciplined CRM hygiene.
• Develop deep expertise in Guava's verticals and the competitive voice AI landscape; feed insights to product/leadership.
• Represent Guava at industry events, conferences, and executive briefings.

What we're looking for

• 10+ years of enterprise B2B sales, consistent record of closing net-new logos.
• Selling complex technical/infrastructure products — API platforms, SaaS, AI/ML, or voice/comms preferred.
• Proven on long, multi-stakeholder cycles (3+ months) in regulated industries (healthcare, financial services, insurance).
• Comfortable selling to technical buyers (CTOs, eng) and business execs (CRO, COO, VP Ops) in the same deal.
• Strong outbound mentality; excellent executive presence and C-suite communication.
• Highly organized, disciplined CRM hygiene and accurate forecasting.
• Based in or willing to commute to Los Angeles; full-time, hybrid.

Nice to haves

• Direct experience selling into BPOs, healthcare systems, banking/lending, or insurance carriers.
• Familiarity with compliance-driven buying (SOC 2, HITRUST, PCI, HIPAA).
• Early/growth-stage startup experience defining the enterprise motion.
• Prior work alongside a Solutions Engineering or FDE team.

Why Guava

• Sell a product with a decade of regulated production proof — not a demo, a platform.
• Get in early on a category-defining AI company with real traction and customers.
• Work with a technical team that backs every claim you make.
• Direct line to leadership and real influence over the enterprise motion.
• Competitive base, uncapped commission, and equity.
• OTE pay range: $300,000–$500,000, based on experience and success in the role.