AE

What Success Looks Like

You sell through insight and thoughtful challenge, not pitch decks.

You don’t pitch features, you reframe problems. You lead prospects through discovery that challenges assumptions, clarifies pain, and connects outcomes to business impact. You listen deeply, synthesize clearly, and guide buyers toward decisions with confidence.

You can articulate your sales methodology end-to-end from prospecting and discovery through pipeline management, deal strategy, and close and you adapt it to the reality of an early-stage, fast-changing environment.

You own pipeline like it’s your business

You are not dependent on inbound leads. You generate your own pipeline through outbound, creative prospecting, and account-based strategies. You talk about territory, pipeline, and deals the way a founder would talk about their company.

You consistently hit or exceed quota across multiple sales cycles, and you understand how activity, quality, and timing translate into revenue.

You thrive in ambiguity and build signal from noise

AskElephant is growing quickly, and the playbook is evolving. You are comfortable operating without perfect information, changing market conditions, or rigid structure. Instead of waiting for clarity, you create it.

You bring ideas, test them, refine them, and help raise the bar for how the team sells.

You embrace coaching and raise your own ceiling

You actively seek feedback, implement it, and show visible improvement over time. You take responsibility for your growth, come prepared, and hold yourself to high standards.

You can clearly articulate why you sell what motivates you, what drives your effort, and what “great” looks like to you.

Core Responsibilities

• Own the full sales cycle from prospecting through close

• Self-generate pipeline and maintain healthy coverage against quota

• Run high-quality discovery calls that uncover true business pain and urgency

• Execute compelling demos that tell a clear, outcome-driven story

• Multi-thread deals and engage multiple stakeholders effectively

• Design pilots, value proofs, and ROI narratives that support buying decisions

• Maintain strong CRM hygiene with accurate notes, next steps, and forecasting

• Collaborate closely with SDRs, CSMs, and leadership to drive long-term success

Must-Have Qualifications (Non-Negotiable)

• Proven consistent quota attainment across multiple sales cycles

• Demonstrated ability to self-source and own outbound pipeline

• Background as an SDR or full-cycle AE (or equivalent experience showing grit and resilience)

• Strong **consultative / challenger-style selling tendencies

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• Clear, articulate **sales process and methodology

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• Evidence of creative prospecting beyond templates and sequences

• Strong active listening and ability to clearly reframe customer pain

• Comfortable running **mock calls, mock demos, and live role-plays

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• Excellent **written and verbal communication

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• High data discipline and CRM hygiene

• Demonstrated coachability and ability to apply feedback

• Clear articulation of **personal motivation, values, and standards

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• Evidence of **emotional resilience and thick skin

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• Adaptable to early-stage ambiguity and change

Strong Signals (Nice-to-Haves)

• Experience selling into **Sales, CS, RevOps, Enablement, or GTM leaders

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• Familiarity with AI, automation, RevOps, or workflow tools (HubSpot, Gong, Clari, etc.)

• Ability to stay calm and effective under pressure

• Strong understanding of **ICP, buyer personas, and deal strategy

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• Experience with multi-threading , executive selling, and complex deals

• Comfort operating in **low-structure, high-variance startup environments

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• Strong demo presence, storytelling ability, and screen command

• Examples of going beyond role scope to improve team or org processes

Who This Role Is For

• Sellers who want **ownership, autonomy, and accountability

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• AEs who think in outcomes, not activities

People excited to help define the future of AI-powered selling