Enterprise Account Executive

What You’ll Do

• Own outbound prospecting and pipeline generation across strategic Enterprise accounts.
• Build account plans and map key stakeholders across Guava’s target industries.
• Run full-cycle Enterprise deals from first conversation through signed agreement, managing complex, multi-threaded sales processes.
• Lead discovery, solution positioning, and value-based selling with both technical and executive stakeholders.
• Partner with Solutions Engineering and Forward Deployed Engineering on technical evaluations, demos, and POCs.
• Navigate procurement, legal, security, and compliance requirements common within larger regulated organizations.
• Maintain disciplined pipeline management, forecasting, and CRM accuracy.
• Develop strong knowledge of Guava’s markets and the voice AI landscape, sharing customer and competitive insights with leadership.
• Represent Guava at industry events, conferences, and executive meetings.

What We’re Looking For

• 10+ years of Enterprise B2B sales experience with a consistent record of closing net-new logos.
• Experience selling complex technical or infrastructure products, including SaaS, APIs, AI/ML, voice, or communications technology.
• Proven success managing longer, multi-stakeholder Enterprise sales cycles, typically 3+ months.
• Experience selling within regulated or complex industries such as healthcare, financial services, or insurance.
• Comfortable selling to both technical buyers and senior business executives within the same deal.
• Strong outbound mentality with excellent executive presence and C-suite communication skills.
• Highly organized with disciplined pipeline management, forecasting, and CRM hygiene.
• Must be based in the United States.

Nice to Have

• Direct experience selling into healthcare systems, banking or lending, insurance carriers, or BPOs.
• Familiarity with compliance-driven buying environments involving SOC 2, HITRUST, PCI, or HIPAA.
• Early-stage or growth-stage startup experience helping define an Enterprise sales motion.
• Experience working alongside Solutions Engineering, Forward Deployed Engineering, or technical presales teams.

Why Guava

• Sell proven voice AI technology backed by more than a decade of experience in regulated production environments.
• Join early and play a meaningful role in shaping Guava’s Enterprise sales motion.
• Work closely with a highly technical team that can support complex customer evaluations and conversations.
• Have direct access to leadership and meaningful influence over how the GTM organization grows.
• Build strategic accounts in a voice AI market that is still early in its adoption curve.
• Competitive compensation with uncapped commission and equity.
• OTE: $300,000-$500,000, based on experience and success in the role.