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Enterprise Account Executive



Sales & Business Development
Stamford, CT, USA
Posted on Monday, December 11, 2023

About Shelf

We are a venture-backed, knowledge automation tech company with a cutting edge, AI driven, SaaS platform to automate the right answers for the people that need them most.

Our platform plugs into a company’s content systems, learns from the data, and then helps employees respond to queries without hunting for information.

Our goal is to turn every customer service representative into a super-agent by helping them find answers to questions instantly. We provide immediate Day 1 ROI for some of the world’s top brands and enterprises right now.

Our mission is to empower humanity with better answers everywhere and our vision goes far beyond solutions for contact centers.

Enterprise Account Executive

We are seeking a dynamic and results-driven Enterprise Account Executive to join our team and drive the growth of our Knowledge Management platform that combines AI with modern SaaS infrastructure and a simple user experience to help agents and customers get the answers they need–on-demand.

As an Account Executive for Sales, you will be responsible for identifying new opportunities from leads, developing, and closing new business opportunities with key enterprise clients. Your primary focus will be to build strong relationships with potential customers, understand their unique business needs, and demonstrate how our product can add value to their organization.

This role offers an exciting opportunity to contribute to the expansion of our customer base and drive revenue growth, taking Shelf from our recent $50M B-round to C, D, IPO, and beyond.

We are interested in intellectually curious, motivated people who have a growth mindset and get energized each day to seize a massive opportunity. If this sounds like you, come and join us!

What We’re Looking For

  • New business development: Identify and prospect potential customers within the target market segments. Conduct research to understand their business needs, challenges, and pain points. Develop and execute effective sales strategies to generate new leads and opportunities.
  • Consultative selling: Engage with key decision-makers, stakeholders, and influencers within target organizations. Conduct needs analysis and present tailored product demonstrations to showcase the value and benefits of our products. Articulate how it can address their specific knowledge management challenges and deliver tangible results.
  • Relationship building: Build and maintain strong relationships with prospects and clients. Nurture long-term partnerships by understanding their business objectives, providing exceptional customer service, and serving as a trusted advisor. Continuously engage with clients to identify upselling and cross-selling opportunities.
  • Sales pipeline management: Manage and prioritize sales opportunities effectively. Track leads, prospects, and deals using CRM software. Develop and maintain accurate sales forecasts, pipeline reports, and account plans. Provide regular updates to the sales management team.
  • Collaboration: Work closely with cross-functional teams, including marketing, product development, and customer success, to ensure a seamless customer experience. Collaborate with marketing to develop and execute targeted campaigns and events to drive awareness and demand for our products.
  • Industry expertise: Stay updated on industry trends, competitive landscape, and emerging technologies in the knowledge management and artificial intelligence (AI) space. Act as a subject matter expert, staying on top of market changes and customer needs to effectively position our product.
  • Achieve sales targets: Meet or exceed assigned sales targets and revenue goals. Actively manage the sales cycle from lead generation to contract closure. Negotiate pricing and contractual terms in collaboration with the sales management team.

What You Bring

  • Proven track record of success in B2B sales, preferably selling SaaS solutions or enterprise software products.
  • Experience in selling to senior-level decision-makers, such as C-level executives, IT managers, or knowledge management professionals at enterprise companies and franchise brands.
  • Excellent communication and presentation skills, with the ability to articulate complex concepts and solutions effectively.
  • Exceptional relationship-building and networking abilities, with a customer-centric approach.
  • Demonstrated ability to manage a sales pipeline, forecast accurately, and achieve sales targets.
  • You are coachable, with a continuous learning mindset and deep passion for staying updated on the latest advancements in AI and knowledge management.
  • Self-motivated, driven, and results-oriented mindset, with a passion for exceeding customer expectations.
  • Ability to work independently and collaboratively in a fast-paced, entrepreneurial environment.
  • Proficiency in using CRM software and other sales productivity tools; Salesforce experience is preferred.
  • You are proactive and demonstrate immense initiative -- you’re always thinking about what can be done next!
  • You maintain a positive attitude while demonstrating flexibility and adaptability; you can operate in ambiguity.

If you are a highly motivated individual with a proven track record in B2B sales and a passion for driving the adoption of innovative knowledge management solutions and AI technology, we invite you to apply for this exciting opportunity. Join our team and play a pivotal role in accelerating the growth of Shelf, empowering organizations to unlock the full potential of their knowledge assets.

What We Offer

  • Competitive starting salary, with additional bonus opportunities (based on team and individual investment performance)
  • Generous equity grant in the form of company stock options
  • Comprehensive health and wellness packages


Stamford, CT (Hybrid)

NOTE: This role requires a minimum of 2 days per week onsite in Stamford, CT

Why Shelf

  • According to MarketWatch in November 2022, the global knowledge management market size was valued at US$405 Billion in 2021 and is expected to expand at a CAGR of 18.12% during the forecast period, reaching US$1.1 Trillion by 2027
  • Our Leadership Team has deep knowledge management and AI domain expertise and enterprise SaaS background to execute this plan
  • We have raised over $60 million in funding and our investors include Tiger Global, Insight Partners, Connecticut Innovations, and others
  • Our platform has been consistently rated #1 for overall usability by Gartner Digital Markets, and has received Easiest to Use, Easiest to Admin, and Highest Adoption awards from G2., and product of the year and innovation awards from leading publications, such as CIO Review.
  • We have high velocity growth powered by the most innovative product in our category, 3X growth for 3 years in a row
  • We now have over 100 employees in multiple U.S. states and European countries, and we have ambitious hiring goals over the next few months