Account Executive

<p><strong>The short version</strong></p> <p>We're hiring an early Account Executive to sell FirmPilot, the AI marketing platform replacing the&nbsp;agencies that have been overcharging and underdelivering for law firms (and soon, every other&nbsp;local services business worth winning).</p> <p>We just closed an oversubscribed $22M Series A-1 (Blumberg, Thomson Reuters Ventures,&nbsp;HubSpot Ventures). Our customers are seeing 180%+ more cases. The category is wide open.&nbsp;The product works. We need closers who can sit across from an owner-operator, diagnose&nbsp;what's actually broken, and earn the right to fix it.</p> <p>This is not a "hit the phones and pray" role. It's a consultative, high-EQ seat for an AE who&nbsp;already knows how to run discovery that bends a deal, not just check boxes in a CRM.</p> <p><strong>Who you're selling to</strong></p> <p>You already know this person. You've sold to them before.</p> <p>They're a managing partner at a personal injury firm, or a dentist who owns three practices, or&nbsp;an HVAC operator doing $8M who knows their phone should be ringing more. They've hired&nbsp;three marketing agencies in the last four years. Two ghosted them. One sent monthly PDFs full&nbsp;of "impressions." None of it generated cases, patients, or jobs.</p> <p>They don't have a CMO. They don't want one. They want to see leads, and they want to see&nbsp;ROI, and they're skeptical of anyone in a Patagonia vest promising "AI."</p> <p>If you understand that buyer in your bones, the trust deficit, the burned trust, the way they make&nbsp;decisions over text after their last consult of the day — you'll do well here.</p> <p><strong>What you'll actually do</strong></p> <ul> <li>Own a full cycle: prospect → discover → demo → close. We'll feed you plenty of pipeline, but the best AEs here build their own.</li> <li>Run discovery that finds the compelling reason to act — not surface pain. The difference between "marketing isn't working" and "I just signed a personal guarantee on a second office and I have 90 days to make it pencil" is the entire deal.</li> <li>Diagnose business problems and map them to outcomes. Demos are a tool, not a crutch. If you're feature-dumping by minute six, you're losing.</li> <li>Build trust with owner-operators who've been lied to before. That means hard truths, fast follow-through, and zero BS in writing.</li> <li>Move deals through a tight cycle. Our ICP buys faster than enterprise but is more skeptical than mid-market — calibrate accordingly.</li> <li>Use AI in your workflow the way our product uses it for customers: as leverage, not gimmick. Claude for personalization, Outreach for sequencing, HubSpot as truth, dialers when warranted, and a real point of view on what's worth automating vs. what only works human-to-human.</li> <li>Give product and marketing the field intel they need. Early AEs here aren't just selling, they're shaping what we build and how we position it.</li> </ul> <p><strong>What we're looking for</strong></p> <ul> <li>5+ years closing SaaS or AI-native software, ideally as an early AE at a Series A or B startup. You know what it's like when the playbook is half-written and you're writing the rest.</li> <li>Direct experience selling to SMB or local professional services — law firms (PI, family, criminal defense, immigration), dental, HVAC, home services, elective medical, vet, or similar owner-operator-led businesses. You've sat across from these buyers and you know how they think.</li> <li>Real consultative chops. You can run a discovery call that surfaces what the prospect won't say in the first ten minutes. You know how to use questions, not just ask them. You can tell the difference between a champion and a coach, and you know when a deal is dying before the prospect does.</li> <li>A point of view on AI-assisted selling. Not "I've used ChatGPT once." A real take on how AI changes prospecting, personalization, and pipeline hygiene — and what it doesn't change.</li> <li>Fluency with the modern stack. HubSpot, Outreach (or similar), dialers, Gong, LinkedIn, Claude/ChatGPT for research and outbound. You don't need training; you need to be unblocked.</li> <li>Hunger for an early-stage seat. You want to be the 3rd or 4th AE, not the 30th. You like ambiguity. You don't need a manager to tell you what to do on a Wednesday afternoon.</li> <li>You'll be in our NYC office, this is a build-the-thing-together role, not a Zoom role. If that's a dealbreaker, this isn't the one.</li> </ul> <p><strong>Bonus points</strong></p> <ul> <li>You've sold marketing software, ad tech, or anything where the customer measures you in pipeline-to-revenue.</li> <li>You have a network of law firm owners, dental group owners, or local services operators you can call tomorrow.</li> <li>You've sold through agency replacement deals before — you know how to handle "I'm already paying someone $8K/month for this."</li> <li>You've worked somewhere where the founder was still in the sales motion. You like that, not despise it.</li> </ul> <p><strong>Why this seat is worth it</strong></p> <ul> <li>Product that actually works. 180%+ case lift, real ROI, customers who renew because the math is the math.</li> <li>Wedge into a massive market. 425K law firms in the US, and we're expanding into dental, home services, and elective medical. Every quarter the TAM gets bigger, not smaller.</li> <li>A buyer no one else is serving well. Owner-operator SMBs have been ignored by enterprise SaaS and abused by agencies. We're the first credible alternative.</li> <li>Investors who matter. HubSpot Ventures and Thomson Reuters Ventures aren't passive checks.</li> <li>A seat at the table. You'll influence pricing, packaging, ICP, and the next product wedge. Early AEs here become sales leaders, GMs, or founders themselves.</li> </ul> <p><strong>Compensation</strong></p> <p>Pursuant to applicable pay transparency laws, the base salary range for this role is $130,000 to $150,000 base, with additional commission based on performance ($260k+ OTE).</p> <p>In addition to base salary and commission, FirmPilot offers:&nbsp;</p> <ul> <li>100% premium cost for employee: health, dental, and vision coverage&nbsp;</li> <li>Discretionary paid time off</li> <li>11 holidays observed, and 2 floating holidays</li> </ul>