Account Executive

Title: Account Executive Location: Illinois ACCOUNT EXECUTIVE This role is fully remote and open to candidates located within the United States in approved hiring states: AL, AZ, CO, FL, GA, ID, IL, IN, MA, MD, MI, MO, NC, NJ, OH, OK, OR, PA, SC, TX, UT, VA, VT, WA, WI SignalWire is a cloud communications and voice AI company built on FreeSWITCH infrastructure. Our programmable voice, video, messaging, and AI voice agent APIs give developers and enterprises the building blocks to create modern communication experiences. POSITION OVERVIEW This is a hunter role, but you won't be starting from a blank page. You'll work with outbound cadences, sequencing, and messaging playbooks already built by sales leadership, so you can focus on what you do best: prospecting, building pipeline, and closing complex enterprise deals. Your feedback and field experience will directly inform how those playbooks evolve over time. You'll join a small team of tenured Account Executives and a Sales Operations Manager and report directly to the Vice President of Sales, with close visibility into company strategy. Your work has a real, visible impact on revenue predictability and the company's go-to-market execution. And while the primary focus is landing new logos, you'll also grow the accounts you close through cross-sell, upsell, and renewals, building long-term relationships rather than handing accounts off after the sale. KEY RESPONSIBILITIES Revenue Generation · Generate and close net-new enterprise opportunities · Achieve or exceed assigned annual ARR quota · Manage complex enterprise sales cycles from prospecting through close Pipeline Development · Execute a self-sourced outbound pipeline using cadences, sequencing, and messaging established by sales leadership · Generate qualified enterprise meetings through proactive outreach · Identify and engage key stakeholders across technical and executive buying groups · Meet monthly self-sourced meeting targets and maintain a defined minimum share of total pipeline generated through outbound activity, as set by sales leadership · Provide field feedback to help refine outbound cadences, sequencing, and messaging Operational Discipline · Maintain accurate pipeline and opportunity tracking in Salesforce · Provide reliable forecasts and pipeline visibility · Apply structured deal qualification methodologies · Respond to formal RFPs/RFIs and coordinate cross-functional teams to meet procurement requirements Cross-Functional Collaboration · Partner with product, marketing, and leadership teams to share customer insights and inform positioning and messaging FIRST 90 DAYS · Fully ramped on established outbound cadence, sequencing, and messaging · Clear command of the target buyer, key stakeholders, and qualification process REQUIRED QUALIFICATIONS · Proven ability to execute outbound pipeline generation consistently and independently · 3–6+ years of B2B SaaS or enterprise technology sales experience · Demonstrated experience closing complex enterprise deals · Track record of top-quartile quota attainment · Experience selling to both technical and executive buyers · Hands-on experience using AI tools for sales tasks such as prospecting, messaging, or call analysis, and can point to how it improved their pipeline or deal outcomes · Experience managing enterprise sales cycles and procurement processes · Comfortable acting as a subject-matter expert to inform outbound content, messaging, and team enablement, while operating within a leadership-defined process · Ability to operate independently within a defined process while maintaining high accountability for results, in a fast-moving, early-stage environment with evolving processes PREFERRED QUALIFICATIONS · Direct experience selling CPaaS, UCaaS, or CCaaS platforms strongly preferred · Experience selling developer tools, API-based platforms, or other infrastructure/developer-adjacent technologies · Experience working in early-stage or high-growth companies · Experience following structured outbound sales playbooks · Experience selling into developer-led organizations Compensation Disclosure In accordance with applicable state and local pay transparency laws, the OTE range for this position is $130,000 to $140,000 USD annually, split 50/50 between base and commission. Commission is uncapped. Actual compensation within this range will be determined by location, relevant experience, skills, and scope of responsibilities. This role is also eligible for an equity grant. AI Usage Disclosure We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses and identifying potential inconsistencies or verification signals in application materials based on available information. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans.