Account Executive
Reason Automation (reasonautomation.com) is a data processing & automation startup that simplifies Amazon data for business users. We understand all facets of enterprise e-commerce data—from which KPIs matter, to building reliable data pipelines, to structuring that data for analysis. Our team ran weekly business reviews and deep dives for some of Earth’s largest consumer brands.
Now our goal is to help brands manage their businesses the same way Amazon does—with insights powered by big data. We believe democratizing access to data creates more durable, scalable businesses, whether you are a manufacturer, seller, distributor, consultant, or agency. Reason serves that mission by bringing financial, retail, advertising, and brand data out of Amazon systems and into software our customers already use.
The Sales function
Sales at Reason is responsible for building trust with prospective customers, identifying how our products, services, and expertise in e-commerce operations can dramatically improve operational processes and establish long-term agreements that deliver measurable value to customers.
Provide personalized contact and support to prospects’ discovery of our products and services as we develop a detailed understanding of their business.
Earn trust by demonstrating subject matter expertise, positioning Reason's products and services to respond to needs directly identified.
Identify key stakeholders, the value they will receive, and align interests by navigating 3P processes, aligning interests and commitment to the program.
Lead the negotiation and execution of contracts, clearly identifying the role and responsibility of Reason Automation and our customers to serve as the foundation for value realization.
Deliver on our commitments by earning prospects’ business, providing transparency as qualified prospects move through close to launch.
What you’ll be doing
The Account Executive role is a leadership-level, prospect-facing role with single-threaded responsibility for achieving sales targets at Reason Automation. As a startup, we need our leaders to operate at every altitude: everything from strategy to pricing to development to customer support. We expect this role to start at 90/10 individual to managerial, with the balance changing as the scope of the business evolves.
1. Qualifying incoming active leads in the United States. Engage with incoming active leads in the United States. While some Account Executive roles assign named accounts, often without knowing whether those accounts are qualified prospects, we assign active prospects curated through content marketing, digital advertising, and affiliate programs.
During the onboarding period, existing team members will provide initial positioning of Reason Automation's products and services, product demonstrations, etc.
Other Reason Automation leaders, including the founders, will support you to ensure we understand the prospects' needs and present our products and expertise. You will transition from joining the discovery call to leading the discussion as you learn more.
You will track prospect engagement, identify friction points, and intentionally test new processes, mechanisms, and tools to increase conversion.
2. Earning a prospect’s trust. Engaging prospects and earning their trust requires a strategic approach that combines authenticity, value, and personalized communication. Begin by understanding your prospects' unique needs and challenges, showing genuine interest in their success. Provide valuable insights and solutions tailored to their situation, demonstrating your expertise and commitment to helping them achieve their goals. Transparent communication is crucial; be honest about what you can deliver and set realistic expectations. Building trust takes time, so maintain consistent follow-up, showing you are reliable and invested in a long-term relationship. Creating meaningful connections and delivering exceptional value enables you to engage prospects and earn their lasting trust effectively.
Lead effective business and technical discovery mechanisms to align Reason Automation's products and services with customers' desired business outcomes. Provide prospect feedback to inform product roadmap decisions.
Develop compelling value-engineering financial models that quantify business benefits to maximize win rates and secure budgets.
Demonstrate a strong product, vertical, and use-case knowledge to build trusted relationships across customer levels and functions.
3. Winning new customers. You will identify clear objectives and be prepared with relevant data and insights to support the value offered. Clearly articulate the value and benefits of your proposal, and use persuasive techniques to build consensus. As you near the closing stage, summarize the agreed-upon terms and ensure mutual understanding. Approach the negotiation with a collaborative mindset, seeking a win-win outcome that benefits both sides. Listen actively and empathetically to the other party's concerns and objections, addressing them with thoughtful, well-reasoned responses. Be flexible and open to compromise, but also know your limits and be prepared to stand firm on key issues.
Discover champions within accounts to progress deals. Develop an understanding of alternative solutions to the most pressing issues business owners face and know how to advocate for the value offered by competitors and agencies.
Gain access and commitment from key stakeholders, maintaining vested relationships throughout different levels of the prospect organization.
Identify and ensure compliance with budget cycles, procurement processes, and vendor qualification criteria.
Effectively negotiate, aligning stakeholders' interests for mutual benefit, securing agreement to terms that anticipate
4. Meeting or exceeding OTE by surpassing annual quotas. You will stay focused on meeting or exceeding the annual On-Target Earnings (OTE) goal. Exceeding OTE requires a strategic and proactive approach, discipline, and organization. Consistently track progress and adjust strategies as needed. Utilize effective communication and negotiation skills to close deals efficiently. Stay motivated and resilient, learning from setbacks and continuously refining your approach.
Set clear, actionable goals that align with your annual quotas, breaking them down into monthly or quarterly targets. Regularly review and adjust your action plans to stay on track or get ahead.
Stay organized and disciplined, using data analytics to track your progress and identify high-value opportunities.
Who We’re Looking For
Required Skills & Experience
You have 5+ year track record of selling complex software solutions with a demonstrated history of meeting and exceeding sales quotas. You earn trust and build allies quickly.
You know how to identify key stakeholders, decision-makers, budget processes, and value drivers. You apply these variables to strategically engage and accurately qualify prospects and predict the close date, revenue, and post-implementation success milestones.
You are self-motivated and curious about e-commerce, big data, and accessibility. Data is the driver of insight and action within the Amazon ecosystem. Account Executive's long-term success depends on deep subject matter expertise, providing prospects with actionable insights to improve the performance of their e-commerce channel.
You reside legally in the United States. Depending on your location, the role can be hybrid or remote.
Optional Skills & Experience
3+ years of Amazon ecosystem experience such as Amazon VMs or CMMs; SVSs or AVSs; Amazon agency account managers or business development roles; Brand leads; or FBA side business.
Hands-on training or experience with data management or query tools such as SQL or Power BI.
Operational Sales management - experience building processes and mechanisms
Traits
Successful candidates may also:
Have excellent attention to detail; you make fewer mistakes than average
Be organized and/or have a great memory: people trust your answers
Write clearly and empathetically
Care about process, documentation, and other scale mechanisms
Principles
Reason Automation expects employees to embrace these principles:
Act with Kindness. Kindness is a choice, not a personality trait. Nobody is perfect but it’s important that we choose to be generous in our interactions with each other. The world is full of brilliant jerks who can create amazing things—at other companies.
Be of Service. Service is the act of helping or doing work for someone. We created a service business because we are motivated by hard work and helping others. By empathizing with customers, we help shoulder their problems and share their joy in success.
Be Curious. There is a direct relationship between success and your desire to learn and improve yourself. As a small, young company we depend on each other’s natural curiosity and tenacity to stay engaged while working remotely.
Deliver Results. Reason’s mission is to create more successful, durable businesses for our clients. Fulfilling that mission takes a relentless focus to deliver work on-time at high quality. There is no faster way to earn trust, with customers or with each other.
Position details 📝
The role is a full-time, salaried position estimated at 40-50 hours per week. For applicants in the greater Seattle area, the role is hybrid, providing flexibility for team members. For candidates legally residing in the United States but not in the greater Seattle area, you may work remotely on a case-by-case basis. Account Executive compensation includes:
On Target Earnings (OTE), the average is $150K annually, $60K base plus $90K on target uncapped commissions.
Time off
2 weeks paid vacation
10 paid holidays per year
1 week paid sick time
Health, vision, dental
401K plan