Account Executive - SMB

About Posit (formerly RStudio) builds open-source software for data science, scientific research, and technical communication—so that the production and consumption of knowledge is open to everyone, regardless of economic means. Our open-source projects (the tidyverse, Shiny, Quarto, R Markdown, and more) and our professional products (Posit Workbench, Posit Connect, and Posit Package Manager) help data science teams move from exploration to production without vendor lock-in. We’re a Public Benefit Corporation and Certified B Corp, and we’re building a 100-year company.

We have no plans to sell or go public. That long horizon shapes how we hire, how we partner, and how we sell: with patience, candor, and a clear point of view about what code-first data science should look like inside the enterprise. Our Commercial sales team owns new business across SMB, Mid-Market, and Commercial accounts.

We work alongside Qualified, our AI-powered sales development platform, to engage prospects, qualify inbound interest, and surface high-intent buying signals—so AEs can spend their time on the conversations that matter most. We’re hiring a Account Executive to own the full sales cycle across inbound and outbound opportunities. You’ll generate pipeline, advance qualified opportunities, and close new business while serving as a trusted advisor to data science, analytics, and platform/IT leaders who are standing up serious data science inside their organizations.

Own Own the full sales cycle—prospecting through close—across SMB, Mid-Market, and Commercial accounts. Build and execute outbound prospecting plays targeting key accounts, buying personas (data scientists, analytics leaders, platform/IT), and high-intent expansion opportunities. Monitor Qualified’s lead queue and buying signals in real time so the right prospects get a fast, well-informed response.

Run consultative discovery to understand each team’s workflow, governance constraints, technical environment, and what “good” looks like for them in 12 months. Deliver tailored demonstrations that connect Posit Workbench, Posit Connect, and Posit Package Manager to concrete customer use cases. Develop account strategies, map buying committees, and build executive relationships that move complex, multi-stakeholder cycles forward.

Lead proposals, commercial negotiation, procurement, and legal—closing business cleanly and on terms both sides can live with. Keep a healthy pipeline with disciplined opportunity management, honest forecasting, and consistent Salesforce hygiene. Provide reliable weekly forecasts, commit/upside calls, and pipeline insights to sales leadership.

Consistently hit and exceed monthly, quarterly, and annual revenue targets. Assist Partner closely with Qualified to convert high-intent inbound opportunities and get the most out of every AI-generated handoff. Co-sell with our ecosystem partners—Databricks, Snowflake, AWS, Microsoft, and Google—to meet customers where they already work and accelerate time-to-value.

Use structured qualification (MEDDIC, MEDDPICC, or similar) in collaboration with sales leadership to validate opportunity quality, stakeholder alignment, business impact, and purchasing timelines. Work across Solutions Engineering, Customer Success, Marketing, Product, and Leadership to deliver one continuous customer experience. Bring customer signal back inside the company—what’s landing, what isn’t, what we’re missing—to sharpen messaging, qualification, and our go-to-market motion.

Teach Couple years of full-cycle SaaS sales experience with a clear track record of exceeding quota in Commercial segments. Demonstrated success running both inbound and outbound motions, including self-generated pipeline. Experience selling complex software to a mix of technical and business stakeholders.

Strong consultative selling skills: you can uncover the real problem, build a credible business case, and guide a buying committee to a decision.