Account Executive - Inside Sales at Stoplight

| Austin
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The Opportunity

Stoplight is looking for an Account Executive (AE) to join a fast-growing Austin startup in the exciting domain of APIs and API Design Management. Experience selling technical developer tools to large Enterprise organizations is important. This position represents a tremendous career and financial opportunity for the right individual who commits to becoming a key player in an ambitious, fast-moving, early-stage company.

Candidates must be capable of empathizing with customer needs, making persuasive product presentations, articulating compelling value propositions, and closing business through logical, incremental steps.

The Requirements

  • Achieve sales targets for Stoplight products, solutions, and initiatives within specific time frames with a focus on Medium to Enterprise sized organizations.
  • Clearly articulate the Stoplight value proposition in addressing the customers' business priorities, highlighting product benefits.
  • Successfully link Stoplight's capabilities to customers' use-case and translate to business impact to overcome any barriers to purchase.
  • Be a skilled negotiator, understand the customer's decision-making process, and have the ability to gain access and influence key decision-makers.
  • Provide timely and accurate forecasts to sales and executive management.
  • Manage direct and channel partner business transactions.
  • Work closely with other cross-functional teams to get deals closed.

The Ideal Candidate Brings

  • Bachelor's degree in business, marketing, finance or related fields is highly desired
  • Demonstrated success in SaaS software sales or related industries
  • Significant experience leading sales cycles involving multiple-internal and external stakeholders
  • Proven record of influencing, negotiating, and closing sales on a monthly, quarterly and annual basis
  • Solid track record of effectively utilizing a CRM to facilitate consultative and key insight sales processes, manage lead opportunities, and create accurate pipelines and forecasts
  • Exceptional presentation and listening skills
  • Track record of successfully achieving or overachieving goals
  • Excellent verbal and written communication skills: you are a clear, concise, and compelling storyteller
  • Fearless and positive attitude - willing to take intelligent risks while being a team player and you are resilient in the face of challenges
  • Strong time management skills; ability to prioritize effectively, meet deadlines, work with others and follow through to execute all tasks
  • Prior experience using Salesforce.com is desired
  • Prior experience using HubSpot Email Sequencing a plus!

Why Work at Stoplight

Stoplight values every employee, every idea and the team we create together. We are passionate about working together to build awesome products and experiences for software developers and drive business and digital transformation for businesses. We also believe that a balanced approach to work and life in a remote world is more important than ever.

Other benefits include:

  • Remote-first culture with a work-from-home stipend
  • Flexible vacation policy for paid time off with unlimited sick time and 10 company holidays
  • Competitive health, dental, and vision insurance plans (including an HSA with a company contribution for employees and their families) for US-based employees
  • Company paid life insurance, short & long term disability
  • 401k plan for US-based employees that includes 4% matching from the company
  • Parental leave of 12 weeks off for primary caregivers and 6 weeks for non-primary caregivers, including adoptive and foster parents (with 100% pay)
  • Wellness programs for health plan participants including access to services such as Ginger emotional support, Maven maternity care, Calm mental wellness, PlushCare virtual doctor visits, Vida virtual health coaching, and monthly ClassPass fitness credits
  • Automatic enrollment in a climate-positive program run by Ecologi with 100% of monthly contributions provided by the company
  • Team building activities such as cocktail-making class, team trivia competition, and more
  • Employee-hosted lunch and learn sessions
  • Room to grow your career
  • Strong engagement in the open-source community with our offerings: Spectral, Prism, and Elements.

About Stoplight

Our company mantra is simple. Design first. Develop better.

Stoplight is a collaborative API design platform that integrates seamlessly into existing workflows to enable all stakeholders working with APIs to be more productive.

Stoplight's design-first platform drives a collaborative API development experience. The fabric of the internet is changing with APIs. As companies increasingly rely on microservice application development, good design-first practices enabled through the Stoplight platform will minimize future costs, speed up time to market, and lead to more consistent and higher quality services. Stoplight also offers three open-source tools and a visual editor: Prism is an open-source mock server, Spectral is an open-source JSON/YAML linter, and Elements is an open-source, interactive documentation tool. Stoplight Studio is a powerful OpenAPI and JSON Visual Editor for designing and collaborating on APIs. Together, along with collaboration and API management features, these open-source tools contribute to a robust design, governance, and documentation experience in Stoplight platform.

Stoplight was founded in 2015 in Austin, TX, with employees located across the globe. We live through the fullest potential of our three core values - be an owner , build together , and practice mindfulness . Stoplight is an equal opportunity workplace. We are dedicated to equal employment opportunities regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, or Veteran status.
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Technology we use

  • Engineering
  • Sales & Marketing
    • JavascriptLanguages
    • ReactLibraries
    • Node.jsFrameworks
    • PostgreSQLDatabases
    • RedisDatabases
    • HubSpotCRM
    • SalesforceCRM

Location

1412 Collier St, Austin, TX 78704

An Insider's view of Stoplight

How would you describe the company’s work-life balance?

The work-life balance at Stoplight is one of the best I've ever seen at a company. The flexibility in schedule and unlimited PTO, as well as top-down support in taking the time you need really, leads to a great balance between work and play. Team members actively support each other in taking the time they need to recharge and be their best at work.

Bailey

Communications Manager

What makes someone successful on your team?

-Honesty: Whether it's acting on something you say you'll do, relaying information to a specific person, validating/testing, or just proper expectation setting.
-Self Drive: As part of the openAPI space & being at a startup, we wear a lot of hats and sometimes just going the extra mile to test things & go beyond the base level of answering.

Ari

Technical Support Specialist

What unique initiatives do you have that encourage innovation?

I once heard a designer share her secrets to success. Besides skill, training, and tools, she emphasized protecting her personal time, seeking inspiration, and maximizing productive hours. I share this story and encourage my team to do the same.

Ann

Chief Marketing Officer

What makes someone successful on your team?

A successful teammate is one who collaborates well with others (both on our team and across the company) and takes initiative with their work. They’re always eager to help and jump in with fresh new ideas!

Michael

Software Development Engineer

What are Stoplight Perks + Benefits

Stoplight Benefits Overview

- Unique opportunity to build a software product
- Strong engagement in the open source community with our two offerings, Spectral and Prism
- Remote-first culture with a budget per employee for updating your home office
- 401k plan for US-based employees that includes 4% matching from the company
- Flexible vacation policy for paid time off, with 10 company holidays and unlimited sick time
- Parental leave of 12 weeks off for primary caregivers and 6 weeks for non-primary caregivers, including adoptive and foster parents, with 100% pay
- Competitive health, dental, and vision insurance plans for US-based employees with optional HSA that includes a generous annual company contribution
- Wellness programs for health plan participants including access to services such as Ginger emotional support, Maven maternity care, Calm mental wellness, PlushCare virtual doctor visits, Vida virtual health coaching, and 25 ClassPass fitness credits per month
- Automatic enrollment in climate-positive program run by Ecologi with 100% of monthly contributions provided by company
- Regular company-wide virtual happy hours with team building activities such as cocktail-making class, team trivia competition, and more
- Employee-hosted lunch and learn sessions where we educate one another on topics related to our industry

Culture
Volunteer in local community
Stoplight participates in a volunteer workday once a quarter with organizations such as Urban Roots Farm. During the pandemic, we are in the process of re-imaging our volunteer workday.
Partners with Nonprofits
Instead of buying event swag, we donate that money to non-profits like OSMI and Bridge House. We offer a free Starter plan for Open Source projects or organizations involved in COVID-19 relief efforts
Friends outside of work
Eat lunch together
Intracompany committees
Stoplight Culture Crew provides a cross-functional perspective on employee experience, helping create a great place to work. The Crew meets every 3 weeks and is re-elected every 4 months.
Daily sync
Open door policy
Team owned deliverables
Team based strategic planning
Group brainstorming sessions
Open office floor plan
Diversity
Dedicated Diversity/Inclusion Staff
Hiring Practices that Promote Diversity
Health Insurance & Wellness Benefits
Disability Insurance
Employer Paid Short & Long Term Disability Insurance
Dental Benefits
Vision Benefits
Health Insurance Benefits
Stoplight offers several different Health Insurance plans to fit your needs.
Life Insurance
Employer Paid Life Insurace
Wellness Programs
Wellness programs include access to services such as Ginger, Maven, Calm, PlushCare, Vida health coaching, and 25 ClassPass fitness credits per month.
Mental Health Benefits
Mental Health Benefits includes access to services such as Ginger emotional support, Calm mental wellness, Vida virtual health coaching.
Retirement & Stock Options Benefits
401(K)
401(K) Matching
Company Equity
Child Care & Parental Leave Benefits
Generous Parental Leave
Flexible Work Schedule
Remote Work Program
Family Medical Leave
Vacation & Time Off Benefits
Unlimited Vacation Policy
Generous PTO
We have unlimited PTO
Paid Volunteer Time
Paid Holidays
Paid Sick Days
Perks & Discounts
Casual Dress
Company Outings
Stoplight hosts monthly social events, quarterly volunteer days, and quarterly group outings.
Happy Hours
Parking
Home Office Stipend for Remote Employees
Professional Development Benefits
Job Training & Conferences
Stoplight attends API and development conferences around the globe. All employees have the opportunity to attend and interact with the API community.
Lunch and learns
Promote from within

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