Account Executive
Stello
- Experience
- 5+ years
- Location
- Remote
- Job type
- $500k $1m annual quota
- B2B SaaS sales
- closing complex enterprise deals
- outbound prospecting
- pipeline generation
- hunter mentality
About the role
Drive revenue growth by closing new enterprise logos. Build a robust enterprise pipeline from scratch through outbound prospecting. Shape and refine the foundational sales playbook for a fast-growing startup. Establish Stello AI as a trusted partner in the HR and Finance compensation space.
What you’ll do
- Own the entire sales process end-to-end: outbound prospecting, discovery, demo, negotiation, and close.
- Act as your own SDR - research target accounts, execute outbound campaigns, and build a robust enterprise pipeline.
- Partner with the founders to refine ICP, test messaging, and build the foundational sales playbook for future hires.
- Manage multi-stakeholder enterprise deals involving HR leaders, CFOs, and IT procurement teams.
- Serve as the voice of the customer - translate pain points into actionable product insights for Product and Engineering.
What we’re looking for
Must have
- B2B SaaS sales
- closing complex enterprise deals
- outbound prospecting
- pipeline generation
- hunter mentality
Nice to have
- selling into HR domain
- selling into Finance domain
- selling into AI domain
What makes this role challenging
- Building a pipeline entirely from scratch with zero inbound leads in a nascent category
- Navigating complex, multi-stakeholder enterprise deals involving HR, Finance, and IT procurement
- Operating with high autonomy in an ambiguous, fast-paced startup environment without a pre-defined playbook
- Selling a pioneering AI solution into traditional HR/Finance departments that may be resistant to change
What success looks like
- First 30 days
- Complete onboarding, understand the product and ICP, and begin executing outbound prospecting campaigns to build initial pipeline.
- By 90 days
- Establish a qualified pipeline, advance initial deals through discovery and demo stages, and start contributing to the sales playbook.
- First year
- Close first enterprise deals, consistently meet or exceed quota, and become a key driver of the GTM strategy and customer feedback loop.
Tech stack
- AI/ML (AI compensation agent 'Iconic')
- Workday integration
- UKG integration
- ADP integration
- BambooHR integration
- Rippling integration
- Paylocity integration
- Cloud-based SaaS platform
About Stello
Stello is an AI-powered enterprise compensation planning platform that replaces spreadsheets and legacy tools for managing the annual compensation cycle. The platform centralizes pay data and uses AI agents to handle merit increases, bonus allocation, equity grants, salary benchmarking, budget modeling, and total rewards statements. It integrates with major HRIS platforms including Workday, UKG, ADP, BambooHR, Rippling, and Paylocity.
HR Technology / Compensation Planning · Seed · 8 employees
About Stello AI
Stello AI is an HR Technology company powered natively by generative AI.
Stello is an intelligent compensation planning platform built to run a Company’s annual compensation cycle in an automated way and deliver targeted compensation in an automated way. We create Compensation solutions for thousands of employees and business leaders. Here, you’ll be part of a team that builds scalable solutions impacting a large number of employee’s financial experiences. Our global solutions scale up in volume, and also handle the complexity of diverse workflows and country specific rules/regulations. We are committed to delivering top-notch, secure, and efficient services to our clients, emphasizing the importance of rigorous testing protocols for our products and client integration processes. If you have the drive, tenacity, an entrepreneurial spirit, and the spark to take on ambiguous problems head on, this is the role for you!
The role
As an Account Executive at Stello AI, you will play a key role in driving our revenue growth. This is an opportunity to take full ownership of the sales cycle—from identifying leads to closing deals. You’ll be working with complete autonomy in a rapidly growing market, significantly impacting the company's growth and your own career development. The freedom to build, experiment, and create your own sales strategies will be unparalleled, as you help shape the go-to-market (GTM) function in a dynamic AI-driven startup.
Why Join Stello AI?
Dream Customers - Our customers include some of the largest technology companies and a portfolio of the world's most notable enterprises in healthcare.
Pioneering Technology — Our engineers and experts work at the forefront of applied AI, building the next generation of agentic systems that will define the future of compliance.
Exponential Growth Potential: Be part of an early-stage startup in a transformational space, where there’s massive opportunity for expansion and your contributions can significantly influence the company's trajectory.
Autonomy & Impact: You’ll have the freedom to make key decisions, experiment with new approaches, and truly own your role.
Build from the Ground Up: This is a rare opportunity to be part of something bigger, crafting and shaping the GTM function for a fast growing startup.
What You'll do
Own the entire sales process end-to-end: outbound prospecting, discovery, demo, negotiation, and close.
Act as your own SDR - research target accounts, execute outbound campaigns, and build a robust enterprise pipeline.
Partner with the founders to refine ICP, test messaging, and build the foundational sales playbook for future hires.
Manage multi-stakeholder enterprise deals involving HR leaders, CFOs, and IT procurement teams.
Serve as the voice of the customer - translate pain points into actionable product insights for Product and Engineering.
You'll own the entire sales cycle from cold outreach to signed contract. You'll help evolve our enterprise playbook, work directly with leaders and product, and have a voice in how we go to market.
What you Bring
5+ years of B2B SaaS sales experience with a proven track record closing complex enterprise deals.
Hunter mentality - demonstrated success generating leads and building pipeline from scratch, not relying on inbound.
Experience selling into HR, Finance or AI domains is a strong plus.
Comfortable in a fast-paced, highly ambiguous environment
Strong interpersonal and communication skills with the grit to “figure things out” on the fly
This is a pure hunter + closer role. You are not inheriting pipeline. You are not waiting for inbound.
Authorized to work in the United States
How we Operate
At Stello AI, we operate by a set of core principles
Customer-obsessed: Make your customers super happy and obsess about their every need. We love sales and love customer retention even more.
Ambitious yet practical: Set big goals, but stay grounded with disciplined execution and ruthless prioritization
Bias to action: If you have new ideas / approaches, try it out. We prefer to test and learn versus anchor on what works in the industry.
Driven yet humble: Push for excellence and deliver fast, but keep your humility
Join us on this exciting journey to build the world's next generational compensation tech company. We look forward to hearing from you!