Account Executive

• Role: Own inbound leads and drive sales growth at Richpanel, an AI-first customer service platform with proven product-market fit. Our first AE earned INR 80L+ last year through our 100% inbound sales motion. The second AE hit 140% in his first quarter and is on track for a blockbuster year. We have more demos than we can handle and are looking for AEs to own the full sales cycle and capitalize on this demand.
• Reports to: Head of Sales
• Stage: Team of 20. Primarily based in Bangalore, India. We have couple team members in USA.
• Growth: Raised seed round from Sequoia and profitable with over 2,000 US-based brands.
• Location: In-office. Bangalore, India.
• Compensation: INR 60 LPA (50% fixed, 50% performance pay). Our commissions are uncapped—our first AE earned INR 80L+ last year.
• Team: You'll be part of our high-performing sales team, working directly with our CEO
• Why now: Our sales team crushed quota in 2024, achieving 188%, 173%, 244%, and 250% last four quarters. However, due to limited bandwidth, the AEs had to decline 300+ demos, which were then handled by CSMs, Product Managers, and other team members. With demo requests expected to double this year, we urgently need exceptional AEs who can own the full sales cycle and help us scale our success.

• Full-Cycle Experience: 2+ years closing complex B2B SaaS deals end-to-end.
• Project Management: You excel at managing 50+ concurrent opportunities through various stages
• Product Expertise: You have a track record of quickly mastering complex products (100+ features, 100+ use cases, 100+ workarounds) and can articulately explain technical concepts
• Customer obsessed: Demonstrates genuine commitment to customer success by going above and beyond to configure products and meet customer needs.
• Previous Success: You've consistently exceeded quota in previous B2B SaaS sales roles
• Multi-threading: You're skilled at identifying and convincing multiple stakeholders in buying decisions
• PLG Sales: Bonus points if you are working in a company where you handle PLG sales, reach out to prospects that are in active trial and help them make the most from your product.

• Hit $50K MRR quota month-on-month
• Maintain ≥40% win rate month-on-month
• Deliver 25 demos/month with clear pain-point discovery
• Maintain 95% forecast accuracy for deals in commit; call high confidence with rationale
• Update all deals within 24 hours of activity
• Send tailored follow-ups within 2 hours of each call

• Product & Tech Acumen: Demo Richpanel like a pro. Understand the platform, integrations, and ecommerce pain points deeply.
• Discovery & Qualification: Run tight discovery using the CLOSER Framework. Qualify pain, urgency, fit, and buying process early.
• Value Selling: Link Richpanel to measurable outcomes like cost savings and efficiency. Develop champions, navigate blockers.
• Pricing & Negotiation: Position Richpanel as a strategic investment. Handle pricing with clarity and confidence.
• Closing, Forecasting & Opp Mgmt: Call high-confidence deals with accuracy. Drive urgency. Maintain a clean, current pipeline.
• Collaboration: Partner well with CSMs, Product, and Support to advance deals and share insights back to the team.

• Inbound Engine: No cold calls. All leads are warm demos.
• Strong PMF: Trusted by 2,000+ ecommerce brands including Ridge, Aloha, Pela.
• Small, elite team: Your work has visibility and massive impact.
• Ownership & Growth: Build a high-performing motion with autonomy.
• Compounding ESOPs: Join a profitable, founder-led company with upside.

• Opportunity for Impact: If you want to make a significant impact at a high-stakes startup and have a front-row seat to rapid growth, this is the place for you.
• Autonomy: You are your own boss and will be given a ton of autonomy and freedom to execute. We have a huge budget for marketing which you’ll own.
• Fun & motivated co-workers: One of the best things about working at Richpanel is the team. We hire driven, down-to-earth, and kind people. You'll make some of your best friends here, and they'll encourage you to be your best self.
• Wealth creation: We are already generating a few millions in ARR, are profitable, and have turned down a Series A offer. Our mission is to create opportunities for our team members to build long-term wealth by awarding them ESOPs at fair valuations with significant upside potential.

• Customer obsession: Always do what's right for the customer. Don’t be pushy. Sell the way you’d like to be sold to.
• Curiosity:

• We value individuals who are passionate about their field and eager to learn and grow.
• We value those who stay current with industry trends and continuously improve their skills.
• We value people who ask thoughtful questions and challenge existing norms.
• We are wary of individuals whose skills or mindset have become stagnant.
• Drive:

• We value people who are self-motivated and push through challenges to achieve results.
• We value individuals with a track record of consistent achievement.
• We value those who see this job as a pivotal opportunity to succeed in their career.
• We are cautious of individuals from highly successful companies who may not have faced real challenges.
• Ethics:

• We value people who consistently do the right thing, even when it's difficult.
• We value honesty and integrity in all interactions.
• We value individuals who demonstrate transparency and accountability.
• We prioritize those who put customer interests first and take ownership of their actions.

• Uncapped commissions.
• 21 paid days off annually.
• Annual offsite & quarterly outings. We pay for travel, stay, everything.
• Learning & development allowance.

• Mock demo presentation (Role play and product knowledge assessment)
• Final round with CEO and key stakeholders

Richpanel