Mid-Market Account Executive, Scrunch

Account Executive, Commercial at ScrunchScrunch is helping businesses navigate one of the most significant shifts in digital marketing since the birth of search. As consumers increasingly rely on AI-powered discovery platforms to find information, brands are facing a new challenge: understanding how they appear, perform, and influence outcomes inside AI-generated experiences. Scrunch provides organizations with the visibility, insights, and intelligence required to succeed in an AI-first discovery landscape. We are building a category-defining company and helping marketing leaders, digital teams, agencies, and executives understand how AI is reshaping customer engagement, brand visibility, and growth.About the RoleAs an Account Executive, Commercial at Scrunch, you will own the entire customer acquisition process from prospecting through close. This is a true full-cycle sales role. You will identify opportunities, create pipeline, run consultative discovery, develop business cases, manage evaluation processes, and close new business. You will sell directly to Marketing, Digital, SEO, Content, Demand Generation, Ecommerce, and Executive leadership teams that are navigating the impact of AI on customer discovery and brand visibility. This role is ideal for a highly motivated new-business seller who enjoys building pipeline, shaping customer strategy, and helping define a rapidly emerging market category. You will work closely with Marketing, SDRs, Product, Customer Success, and Leadership while helping shape Scrunch's commercial go-to-market motion.What You'll DoOwn the Full Sales CycleProspect, qualify, progress, and close new business opportunitiesManage opportunities from initial outreach through contract executionConsistently exceed pipeline and revenue targetsExecute disciplined forecasting and opportunity managementBuild PipelineGenerate pipeline through outbound prospecting, referrals, partnerships, and customer introductionsPartner closely with SDRs to maximize territory coverage and conversionDevelop and execute territory and account plansCreate executive-level engagement strategies for target accountsLead Consultative Discovery: Understand business priorities, growth objectives, and customer engagement challengesEngage marketing, digital, content, SEO, ecommerce, and executive stakeholdersTranslate technical AI visibility insights into business outcomesBuild compelling business cases tied to measurable customer impactManage Complex Buying CyclesNavigate multiple stakeholders and decision makersDevelop champions and executive sponsorsDrive evaluation and procurement processesLead negotiations and successfully close opportunitiesContribute to GrowthDeliver market feedback to Product and LeadershipHelp refine messaging, positioning, and competitive differentiationShare best practices that improve sales performance across the teamAct as a market expert on AI-first discovery and digital visibilityWhat You'll BringRequiredProven success in net-new business acquisitionDemonstrated track record of meeting and exceeding quotaExperience managing full sales cycles from prospecting through closeStrong consultative selling skillsExcellent presentation and communication abilitiesAbility to engage decision makers up to the executive levelStrong business acumen and problem-solving skillsHigh levels of accountability, grit, and ownershipPreferred4-8+ years of SaaS sales experienceExperience selling MarTech, AdTech, SEO, Analytics, Digital Experience, Content, or AI solutionsExperience selling to marketing organizationsUnderstanding of SEO, content marketing, digital marketing, or customer experience technologiesMEDDIC or similar qualification methodology experienceStartup or high-growth company experienceAgency ecosystem familiarityWork LocationThis role is based near our Salem, NH office and requires regular in-office attendance. Candidates must be within a commutable distance of the Salem office and able to work onsite 2–3 days per week