Account Executive - SMB

About this role

About

Posit (formerly RStudio) builds open-source software for data science, scientific research, and technical communication—so that the production and consumption of knowledge is open to everyone, regardless of economic means. Our open-source projects (the tidyverse, Shiny, Quarto, R Markdown, and more) and our professional products (Posit Workbench, Posit Connect, and Posit Package Manager) help data science teams move from exploration to production without vendor lock-in.

We’re a Public Benefit Corporation and Certified B Corp, and we’re building a 100-year company. We have no plans to sell or go public. That long horizon shapes how we hire, how we partner, and how we sell: with patience, candor, and a clear point of view about what code-first data science should look like inside the enterprise.

Our Commercial sales team owns new business across SMB, Mid-Market, and Commercial accounts. We work alongside Qualified, our AI-powered sales development platform, to engage prospects, qualify inbound interest, and surface high-intent buying signals—so AEs can spend their time on the conversations that matter most.

We’re hiring a Account Executive to own the full sales cycle across inbound and outbound opportunities. You’ll generate pipeline, advance qualified opportunities, and close new business while serving as a trusted advisor to data science, analytics, and platform/IT leaders who are standing up serious data science inside their organizations.

Own

• Own the full sales cycle—prospecting through close—across SMB, Mid-Market, and Commercial accounts.

• Build and execute outbound prospecting plays targeting key accounts, buying personas (data scientists, analytics leaders, platform/IT), and high-intent expansion opportunities.

• Monitor Qualified’s lead queue and buying signals in real time so the right prospects get a fast, well-informed response.

• Run consultative discovery to understand each team’s workflow, governance constraints, technical environment, and what “good” looks like for them in 12 months.

• Deliver tailored demonstrations that connect Posit Workbench, Posit Connect, and Posit Package Manager to concrete customer use cases.

• Develop account strategies, map buying committees, and build executive relationships that move complex, multi-stakeholder cycles forward.

• Lead proposals, commercial negotiation, procurement, and legal—closing business cleanly and on terms both sides can live with.

• Keep a healthy pipeline with disciplined opportunity management, honest forecasting, and consistent Salesforce hygiene.

• Provide reliable weekly forecasts, commit/upside calls, and pipeline insights to sales leadership.

• Consistently hit and exceed monthly, quarterly, and annual revenue targets.

Assist

• Partner closely with Qualified to convert high-intent inbound opportunities and get the most out of every AI-generated handoff.

• Co-sell with our ecosystem partners—Databricks, Snowflake, AWS, Microsoft, and Google—to meet customers where they already work and accelerate time-to-value.

• Use structured qualification (MEDDIC, MEDDPICC, or similar) in collaboration with sales leadership to validate opportunity quality, stakeholder alignment, business impact, and purchasing timelines.

• Work across Solutions Engineering, Customer Success, Marketing, Product, and Leadership to deliver one continuous customer experience.

• Bring customer signal back inside the company—what’s landing, what isn’t, what we’re missing—to sharpen messaging, qualification, and our go-to-market motion.

Teach

• 2+ years of full-cycle SaaS sales experience with a clear track record of exceeding quota in Commercial segments.

• Demonstrated success running both inbound and outbound motions, including self-generated pipeline.

• Experience selling complex software to a mix of technical and business stakeholders.

• Strong consultative selling skills: you can uncover the real problem, build a credible business case, and guide a buying committee to a decision.

• Fluency with a qualification framework such as MEDDIC, MEDDPICC, Challenger, or similar.

• Sharp verbal, written, and presentation skills—comfortable with individual contributors and with executive decision-makers.

• Disciplined forecasting and CRM craft, including Salesforce, Gong, and modern sales engagement platforms.

• Highly organized and self-motivated, with the temperament to thrive in a fast-paced, remote-first environment.

Learn

• Experience using AI-powered sales tools and automation to lift productivity and conversion.

• Genuine curiosity for data science, analytics, developer tooling, and how engineering teams adopt new infrastructure.

• Experience selling data, analytics, developer, infrastructure, or technical platform products.

• Prior experience with Qualified, Drift, or other AI-powered conversational sales platforms.

• Familiarity with open-source data science tools—R, Python, Quarto, Shiny, the tidyverse—or comfort getting up to speed quickly.

• Experience selling to technical buyers: data scientists, analysts, engineers, architects, and IT/platform leaders.

• Experience inside product-led growth motions and driving free-to-paid conversion.

• Track record of mentoring newer reps or contributing to sales process and playbook improvements.

Within 1 month, you will…

• Complete onboarding—product training on Posit Workbench, Posit Connect, Posit Package Manager, and the broader Posit portfolio, plus the open-source projects (Shiny, Quarto, the tidyverse) our customers care about.

• Build fluency with our sales tech stack—Salesforce, Qualified, Gong, and our engagement platforms—and demonstrate disciplined CRM hygiene from day one.

• Shadow Solutions Engineering and Customer Success on live calls to learn how technical buyers think and what they’re trying to ship.

• Begin engaging AI-qualified inbound opportunities from Qualified and run your first discovery conversations.

Within 3 months, you will…

• O

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