Account Executive, Strategic Accounts
At a glance
Mid-level Account Executive role at Lightfield. San Francisco · full-time · $250,000–$300,000 base.
Growth Roles summary, based on the employer's posting.
What you'll do
- Manage a focused group of Series B and C prospects through self-sourced, deliberate sales work
- Investigate selling methods, forecasting gaps, and processes during detailed discovery conversations
- Align sales, marketing, and customer success leaders around a platform-wide purchase
- Plan migration sequencing, team rollout, and the first ninety days of implementation
- Create the strategic sales motion while handling incumbent-system and change-management objections
What you bring
- Five to ten years of B2B SaaS sales experience with a proven record closing deals at $80K or more in ACV
- A self-sourced pipeline history, including the share of wins you generated independently and how
- Experience aligning multiple departments and scoping implementation before the contract is signed
- A record of replacing an established system or an entrenched company process
- Startup selling experience from pre-seed through Series D, with a consultative approach and verifiable grit
Who this fits
You’ll suit a consultative strategic seller who prefers fewer, deeper accounts and can build the sales process while working directly with a founder. The role is based in San Francisco and includes Wednesdays working from home. It is a mid-level, individual contributor account executive position focused on strategic accounts.
From the employer
About Lightfield
Lightfield is reimagining CRM as a world model of a business. By learning from emails, meetings, and customer conversations, we’re building a living understanding of how a company works—so AI can help teams anticipate what comes next, make better decisions, and take action.
More than 5,000 companies have used the product since its November launch. We’ve raised more than $70M from Andreessen Horowitz, Coatue, Maverick Ventures, and Greylock to attack the biggest software category in the world. We previously built Tome, which reached more than 25 million users, and our team brings experience from Llama, Instagram, Google, and Salesforce.
About the role
Everything above about our inbound funnel is true, and this isn't that seat.
Strategic sells to high growth Series B and C companies ready to make Lightfield their entire GTM system — not a CRM sitting alongside six other tools, but the thing sales, marketing and customer success all run on. That means the sale includes sales methodology, reporting and forecasting, and it means you're replacing systems and process a company has already built around.
There aren't many of these deals. Each one runs $80–150K, takes real discovery, and is won across a buying committee rather than with a champion. You'll spend more time on fewer accounts than anyone else, and each one you land changes the company's revenue profile.
There's no strategic playbook to inherit. There's a product with real traction, a category argument that hasn't been made yet at this deal size, and a founder who'll be in your deals with you.
What you'll do
Own a small book of Series B and C target accounts, self-sourced and worked deliberately
Run deep discovery — how they sell today, what their methodology is, where forecasting breaks, what they've built process around
Multi-thread across sales, marketing and customer success leadership, because the whole GTM is the sale and no one of those three can buy it alone
Design the implementation: what gets migrated, in what order, which team goes live first, what the first 90 days look like
Displace incumbent systems — data, migration and change-management objections alongside product ones
Build the strategic motion itself: target account criteria, the discovery framework, the migration story, the pilot structure
Partner with product on what Series B and C companies need that we don't have yet
Who you are
5–10 years selling B2B SaaS, with a documented record closing at $80K+ ACV
You self-source. Tell us what percentage of your closed-won you generated yourself, and how.
Your discovery is the strongest part of your game. At this deal size the win is decided before the demo.
You multi-thread across functions, not just seniority levels. Name the three departments you had to align in your last big deal.
You've scoped an implementation as part of a sale — not handed it to a solutions team after signature.
You've displaced an incumbent system, or replaced a process a company had already committed to.
You've sold at a startup, pre-seed through Series D, and you know what it's like when the answer to "does the product do that" is sometimes not yet.
You sell consultatively. At this deal size there is no other way.
Grit that shows up somewhere verifiable.
Nice to have
Sold a multi-product platform rather than a point solution
Sold CRM, sales tooling or GTM software — Gong, Outreach, Salesloft, Clari, Apollo, Clay, Attio, Common Room
Ran a displacement motion against Salesforce or HubSpot
Understands forecasting and sales methodology well enough to have an opinion in front of a VP of Sales
Bachelor's from a selective university; engineering or technical undergrad
Benefits & Perks
Competitive salary
Meaningful early equity
Health insurance (medical, dental, vision)
3 weeks of PTO
11 paid company holidays + we enjoy a winter holiday break
3 months of paid family leave
Wednesdays work from home
Regular team dinners, events, offsites, and retreats
401k plan
Other perks include: commuter and lunch stipend
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