Note: The job is a remote job and is open to candidates in USA. Guava is an early-stage voice AI company building infrastructure for complex, regulated environments. The Enterprise Account Executive will own new-logo acquisition across strategic enterprise accounts, generate pipeline, manage complex multi-stakeholder sales cycles, and close business with organizations in regulated industries. The role also involves strategic account planning, technical evaluations, procurement and compliance navigation, forecasting, and representing Guava in executive and industry settings.
Responsibilities
- Own outbound prospecting and pipeline generation across strategic enterprise accounts, building your own book of business
- Identify, engage, and multi-thread key stakeholders across technical, operational, and executive functions
- Develop and execute strategic account plans across Guava’s core verticals, including healthcare, banking, insurance, BPOs, and tech-native platforms
- Partner with marketing and SDR resources to convert inbound interest into qualified enterprise opportunities
- Run full-cycle enterprise sales processes from initial outreach and discovery through negotiation and signed contract
- Lead discovery, solution positioning, and value-based conversations with both technical and executive stakeholders
- Partner closely with Solutions Engineering and Forward Deployed Engineering teams throughout technical evaluations and POCs
- Navigate procurement, legal, security, and compliance reviews common within large regulated organizations
- Maintain disciplined pipeline management, forecasting, and CRM hygiene
- Develop deep expertise in Guava’s target industries and the broader voice AI landscape, bringing market feedback directly to product and leadership
- Represent Guava at industry events, conferences, and executive-level meetings
Skills
- 10+ years of enterprise B2B sales experience with a consistent record of closing net-new logos
- Experience selling complex technical or infrastructure-oriented products, ideally across API platforms, SaaS, AI/ML, voice technology, or communications
- Proven success navigating longer, multi-stakeholder sales cycles of 3+ months
- Experience selling into regulated industries such as healthcare, financial services, or insurance
- Comfortable selling simultaneously to technical buyers, including CTOs and engineering leaders, and business executives such as CROs, COOs, and VPs of Operations
- Strong outbound orientation with the ability to independently create pipeline and develop strategic accounts
- Excellent executive presence and C-suite communication skills
- Highly organized with strong forecasting discipline and CRM hygiene
- Comfortable operating with significant autonomy in a fast-moving environment
- Must be based in the US
- This is a full-time, remote position
- Direct experience selling into BPOs, healthcare systems, banking or lending organizations, or insurance carriers
- Familiarity with compliance-driven buying environments involving SOC 2, HITRUST, PCI, or HIPAA
- Early or growth-stage startup experience helping define or build an enterprise sales motion
- Experience partnering closely with Solutions Engineering or Forward Deployed Engineering teams
Benefits
- Remote position
- Uncapped commission
- Equity
- Meaningful influence over how the company goes to market
- Work closely with a highly technical team that can support complex evaluations, architecture discussions, and customer implementations
- Direct line to company leadership and opportunity to contribute market feedback that can influence product and GTM strategy
- Successful early hires can grow alongside the organization
Company Overview