Senior Account Executive

About AirGarage

AirGarage is repurposing the 30% of real estate in the average American city currently dedicated to parking.

We are building a future where real estate is digitized and can be transitioned from one use to another seamlessly on-demand, moving every piece of urban real estate toward its highest and best use.

We are starting with the $131 billion US parking real estate market because it is one of the most offline and mismanaged commercial real estate asset types.

As a full-stack parking operator, we automate the operation of parking lots and parking garages. We handle everything from advertising to collecting payments from drivers and enforcing against illegal parking. We already operate 300+ parking lots and parking garages across 35 US states and we are growing quickly.

We are backed by top tier investors including Andreessen Horowitz, Floodgate, Founders Fund, and angel investors who have founded or worked at companies like Uber, Opendoor, Flexport, and more.

Want to learn more about AirGarage and the problem we're tackling?

Check out these podcasts:
https://www.youtube.com/watch?v=AU0NkDK51E4
https://youtu.be/_8aM6NQHYiE?si=p5WIujBWUA1sG-b7

THE ROLE 👩🏾‍💻

We are seeking an experienced Account Executive that is excited about driving new business at a fast growing start up with a superior product in an industry that has been slow to innovate as well as playing a role in building out and scaling the Account Executive team to support our rapid growth.

You'll need to be a fast learner with strong sales and interpersonal skills, capable of engaging in dollars-and-cents real estate conversations in addition to having the ability to go deep in the weeds effectively communicating the finer details of a technical product to a non-technical buyer.

You'll develop an understanding of the buyer journey for many different customer types including fast moving, single stakeholder deals as well as complex multi-party sales with national commercial real estate firms.

You will be building a sales pipeline from scratch (with the help of our SDR team) in markets across the country and owning the sales process from start to finish to ensure you exceed quota each quarter.

The ideal candidate for this role is someone with a proven track record of success selling into “the real America” (i.e. you weren’t just selling SaaS to other technology companies), who has been promoted consistently while growing and developing themselves personally, and who is on the path toward and hungry to become a Team Lead or Manager in the next 6 - 12 months.

You will be joining an existing team of Account Executives that currently reports directly to the CEO. We are growing quickly and investing heavily in scaling out the sales team to support that growth, so the intended mission of this role is for you to come in, prove you can sell AirGarage consistently and predictably, and then step up to play a role in managing and scaling the Account Executive team as we grow.

SALES COMPENSATION 💰

• On-Target Earnings for this role are $180k - $220k off of a Base Salary of $80k - $100k and the balance being earned through commissions.

• Commissions are uncapped and paid out monthly based on Quarter-to-Date attainment relative to your quarterly quota.

• Account Executives are eligible for monthly pacing bonuses on top of their OTE for pacing above 20% in month one, 50% in month two, and 100% in month three relative to their quarterly quota.

WHO YOU ARE 🦚

• You have a deep need to understand the customer and win the deal. You aren’t just in sales to make money, you see sales as a path to helping customers achieve their goals and drive win-win-win outcomes for the customer, yourself, and the business.

• You have a proven track record of selling in fast growing, early stage startups with a mid-length sales cycle (60-90 days) and without having a perfect playbook written out for you.

• You are obsessed with understanding the product that you are selling at a deep level such that you can answer every edge case question from a customer confidently and competently while explaining it in terms that they understand.

• You have a strong grasp of and consistently apply a sales methodology such that you run a strong sales process every time and maximize your odds of winning the deal.

• You are eager to contribute to the broader company goals by stepping up in the near future to help hire, train, enable, and coach other Account Executives on the team based on your deep understanding of what it takes to win deals.

WHAT YOU WILL DO 👷‍♀️

• Exceed your quarterly sales quota by pursuing new deals from start to finish - including prospecting, cold calling, scheduling & conducting highly personalized demos, overcoming objections, and ultimately pulling new customers across the finish line.

• Work closely with SDRs to supplement your own outbound efforts and increase the size and throughput of your active pipeline.

• Qualify leads by becoming an expert on AirGarage, understanding customer pain points, and conveying how AirGarage's solution can help.

• Develop an understanding of the parking and commercial real estate industry to enable you to effectively negotiate pricing & contract terms.

• Become an expert in our Salesforce CRM and make sure pipelines and activities are consistently up to date and accurate to the highest level of attention and detail.

• Work with the rest of the sales team to iterate and improve on our sales process. We are always looking for ways to improve and you can contribute actively to that process once you have ramped up and are consistently winning with prospects.

• If you are successful in this role, the intent is that in 6-12 months you will be promoted into a Team Lead or Manager role to help hire, train, coach, and enable the next set of Account Executives.

WHAT YOU NEED 👩🏼‍🎓

• 4+ years in a quota carrying, full cycle sales role with a track record of success and exceeding goals.

• A history of promotions through roles at your past companies that demonstrates your desire to work hard and learn fast.

• Ability to quickly learn about AirGarage, as well as the Commercial Real Estate industry at large, in order to effectively connect with our target customers.

• A growth mindset and ability to adapt quickly in an early stage startup environment where change is constant.

• Grit and the willingness to do whatever it takes to succeed.

• Hunter mentality - you are excited about prospecting, negotiating, and live to close deals.

• Excellent verbal and written communication skills.

• Experience and comfort working in excel to complete simple profit & loss analysis and financial comparisons when preparing proposals.

• Experience working in a smaller startup environment where the playbook is not well defined in its entirety for you.

We understand that there's no such thing as a 'perfect' candidate. We're looking for someone passionate, with grit and determination, who is excited to face the challenges of a rapidly growing startup. AirGarage is the type of company where you can grow exponentially, and we encourage you to apply to us even if you don't 100% match the candidate description.

AirGarage is an Equal Opportunity Employer.  We celebrate diversity and are committed to creating an inclusive environment for all employees.  Candidates and employees are always evaluated based on merit, qualifications, and performance.  We will never discriminate on the basis of race, color, gender, national origin, ethnicity, veteran status, disability status, age, sexual orientation, gender identity, martial status, mental or physical disability, or any other legally protected status.