Account Executive

What if your next sales role let you build something from scratch — at a mission-driven organization with real institutional credibility, selling a product that genuinely matters to the research community?
We're supporting an fast-paced startup in hiring a founding sales hire for a first-of-its-kind data and research intelligence product. This is not a role with a polished playbook handed to you. It's a role for someone who wants to write it
The Opportunity You'll be our first dedicated sales hire for this product, with full ownership of the sales cycle across a defined universe of R1 research institutions. That means outbound prospecting, executive engagement, navigating complex stakeholder environments, and closing high-value consultative deals — while simultaneously helping shape the repeatable playbook that scales the function after you.
This is a rare early-stage opportunity inside an organization with existing brand equity and infrastructure. You won't be building from zero — but you will be building.
What You LL Own What You'll Own
Full sales cycle from first outreach to signed contract, targeting senior research leadership at R1 institutions
A defined account list with deep stakeholder mapping at each target
Pipeline generation across outbound, warm referrals, events, and inbound
Executive discovery calls and product demos that connect institutional goals to product value
Contract negotiations with legal and finance stakeholders on high-ACV deals
CRM hygiene, accurate forecasting, and field intelligence that sharpens positioning and informs product strategy
Presence at key sector conferences, converting relationships into pipeline
What We're Looking For Required:
5–10+ years of B2B sales experience, with at least 3 years selling data, analytics, research intelligence, or SaaS to senior administrators at research institutions
Demonstrated track record closing five- and six-figure deals through consultative, relationship-driven cycles of 3–12+ months
Comfortable engaging senior institutional stakeholders with appropriate gravitas and credibility
Experience contributing to a sales playbook in an early-stage or first-mover commercial environment
Strong executive presence, written communication, and demo skills — able to translate complex data capabilities into clear institutional value
Preferred:
Background selling data or intelligence products into research institutions (companies like Clarivate, Elsevier, Digital Science, Academic Analytics, or similar)
Familiarity with research institution infrastructure — technology transfer offices, federal grant mechanisms, research commercialization
Experience launching a net-new product into a defined institutional market
Existing relationships in the research institution community
Familiarity with AUTM, NCURA, or AAU conference ecosystems
Why This Role You'll have the autonomy of a startup with the infrastructure of an established organization. If you've been looking for the right moment to own something meaningful and build something that lasts — this is it.

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