FullTime
Remote
SaaS
ashby
About this role
Our mission is to automate coding. The first step in our journey is to build the best tool for professional programmers, using a combination of inventive research, design, and engineering. Our organization is very flat, and our team is small and talent dense. We particularly like people who are truth-seeking, passionate, and creative. We enjoy spirited debate, crazy ideas, and shipping code.
About the roleYou’ll be a Strategic AE owning a focused set of Life Sciences accounts. You’ll run end-to-end deals from first technical champion through security, vendor risk, procurement, and rollout, partnering closely with Solutions Engineering and Product to prove value in real workflows.
What you’ll doOwn a small portfolio of strategic LS accounts and a net-new target listBuild multi-threaded relationships across Eng/Platform, Security, Risk, and ProcurementRun consultative discovery and build ROI cases tied to developer productivity + risk reductionDrive evaluations/POVs (SSO/SCIM, auditability, data handling, policy controls)Navigate vendor risk, legal, and enterprise procurement to close and deployLand and expand: initial team → org standardization → multi-business-unit rolloutFeed customer signal back to Product/GTM and help refine repeatable playbooksYou may be a fit ifYou have 10+ years closing enterprise software deals with consistent quota attainmentYou have experience selling into Life Sciences (or deeply regulated enterprise environments)You are comfortable with technical buyers and security stakeholders; you can earn engineering trustYou're a true hunter - you proactively build pipeline from scratch through outbound prospecting, creative sourcing, and relentless follow-up, rather than relying on inbound demandYou have strong outbound + pipeline discipline; accurate forecasting and crisp written communicationYou thrive as an IC in a flat org: high ownership, low ego, fast learning loop
Selling Motion
Sales Cycle
Enterprise
6–18 month cycles, complex multi-stakeholder deals
Prospecting
Hybrid
Mix of inbound leads and outbound prospecting
Buyer Persona
C-Suite
Selling to executive decision-makers
Territory
Greenfield
Build territory from scratch — net-new logos
Requirements at a Glance
Typical Day — Account Executive
Estimates based on role type and selling motion — actual may vary by company.
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 Cursor involves managing the full sales cycle from prospecting through close.
SaaS sales roles typically involve consultative selling with longer deal cycles.
Remote positions in sales offer flexibility but require strong self-discipline and proactive communication with distributed teams.
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