Remote
SaaS
weworkremotely
About this role
Headquarters: San Francisco, CA or Remote, US
The Role
We’re looking for a driven and creative Account Executive to bring Descript’s video and AI solutions to more businesses around the world.
As one of our early sales hires, you’ll help shape our sales playbook, refine our strategy, and drive new revenue growth. This role offers a rare opportunity to partner closely with Product and Marketing teams, working across the company to define the future of Descript’s enterprise and creator sales motion.
What You’ll Do
- Own the full sales cycle — from prospecting to closing and expansion
- Develop and execute outbound strategies to identify and engage new opportunities
- Run product demos and lead technical + business conversations across multiple stakeholder levels
- Build and manage executive-level relationships with enterprise customers
- Travel to industry conferences, VIP executive dinners, and face-to-face customer meetings
- Collaborate with internal teams to optimize the customer journey and feed insights into product and marketing initiatives
What You Bring
- Proven success in a quota-carrying B2B SaaS or AI sales role
- Experience managing complex sales cycles and closing high-value deals
- Hands-on experience with cold outbound — you've done it, you've seen it work, and you're not afraid of it
- Ability to translate technical products into clear business outcomes
- Creative, persistent, and curious approach to building pipeline and outreach
- A strong growth mindset
- Comfortable in fast-moving, ambiguous environments — yo
Tools & Tech Stack
Commission Structure
Base Salary
Not disclosed — ask in interview
Commission
Structure not specified
OTE
$,
Ramp Period
Not mentioned — clarify timeline
Selling Motion
Sales Cycle
Enterprise
6–18 month cycles, complex multi-stakeholder deals
Prospecting
Channel / Partner
Sell through partners, resellers, or alliances
Buyer Persona
C-Suite
Selling to executive decision-makers
Requirements at a Glance
Typical Day — Account Executive
Estimates based on role type and selling motion — actual may vary by company.
Role Signals
Green Flags
Location flexibility
SaaS — Interview Intel
Typical Sales Cycle
30–90 days (SMB) · 3–9 months (Mid-Market) · 6–18 months (Enterprise)
Common Buyer Objections
- "We're locked into a contract with [competitor]"
- "We built something in-house already"
- "We don't have budget until next quarter"
- "Our team won't adopt another tool"
Key Industry Metrics
Hot Topics to Reference
- • AI-native product disruption
- • PLG vs sales-led motion debate
- • Vertical SaaS consolidation
- • Usage-based pricing models
Use these insights to speak the buyer's language in interviews.
Tags
Walk me through your discovery process.
Template questionHow do you handle a prospect who goes silent mid-deal?
Template questionTell me about your largest closed deal and the sales cycle.
Template questionHow do you build business cases for stakeholders?
Template questionDescribe a deal you lost and what you learned.
Template questionThis Account Executive position at Descript involves managing the full sales cycle from prospecting through close.
SaaS sales roles typically involve consultative selling with longer deal cycles.
This remote-friendly role provides geographic flexibility while maintaining access to a SaaS market.
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