Account Executive
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… Own a full book of business and run discovery, demos, and proposals independently across SMB, Mid-Market, and Commercial accounts. Maintain a healthy, accurately-forecasted pipeline with clean weekly commit and upside calls to sales leadership. Launch outbound prospecting plays and self-generate qualified pipeline alongside AI-driven inbound handoffs. Close your first new business deals and show command of MEDDIC/MEDDPICC on every active opportunity. Within 6 months, you will… Consistently hit monthly and quarterly revenue targets with a balanced mix of inbound and outbound-sourced wins. Run complex, multi-stakeholder cycles end to end, including procurement and legal. Surface customer insight—objections, missing capabilities, expansion patterns—that influences messaging, qualification, and our AI workflows. Establish trusted working relationships with Solutions Engineering, Customer Success, Marketing, and Product. Within 12 months, you will… Exceed annual quota and rank as a top performer in the Commercial segment. Be the AE other AEs go to for help selling to technical buyers, and a trusted name inside the data science and analytics community we serve. Contribute to sales process improvements, playbooks, and onboarding materials, and mentor newer team members. Help shape the next chapter of Posit’s commercial GTM—including AI-driven workflow refinements and expansion strategy across our partner ecosystem. Posit offers competitive compensation with extensive human-first, people-focused benefits to prioritize your personal and financial well-being. Individual pay decisions are based on a number of factors, including qualifications for the role, experience level, and skillset. The hiring range includes base salary and commission. In addition, we offer an annual cash bonus, targeted at 10% of base pay, that pays out based on company performance and a cash grant that vests over 4 years. This hiring range assumes that the job will be performed in the United States. Hiring range $141,200—$182,600 USD Working at Posit: We welcome all talented colleagues and are committed to a culture that represents diversity in all its forms. We prioritize giving ourselves “focus time” to get deep work done. We minimize meetings and attempt to operate asynchronously. We are a learning organization and take mentorship and career growth seriously. We hope to learn from you and we anticipate that you will also deepen your skills, influence, and leadership as a result of working at Posit. We operate under a unique sustainable business model: We have over 50% of our engineering dedicated to creating free and open source software. We are profitable and we plan to be around decades from now. Posit is a Public Benefit Corporation (PBC) and a Certified B Corporation®, which means our open-source mission is codified into our charter. As a result, our corporate decisions balance the community's interests, customers, employees, and shareholders. Hear more about why we think this matters here. Notable: We offer competitive compensation with extensive human-first, people-focused benefits to prioritize your personal and financial well-being. These benefits apply to full-time positions only. 100% of medical, dental, and vision insurance premiums are covered for employees and their families! Fertility and gender-affirming healthcare is included in all of our plans. Supplemental mental health and wellness benefits are available via Ginger even if you don’t opt in to our insurance plans, including Ginger for teen family members. Posit's gender-neutral paid parental leave policy covers all new parents, including foster and adoptive parents. All full-time employees are eligible for 401k enrollment starting on day one. After six months of employment, Posit provides a substantial yearly match to employee 401K contributions. An annual profit-sharing bonus for employees recognizes our team’s contributions to company performance across the year. We are a 100% distributed team. You are also welcome to come into our Boston office. We offer a $400 monthly reimbursement for coworking space rental if you prefer to work away from home. Our Lifestyle Savings Account offers an initial deposit of $1800 and then an additional quarterly stipend of $375 to cover the costs of professional development, wellness, financial health, charitable giving, and remote work support. We provide a flexible environment with a generous vacation policy that encourages a minimum of four weeks PTO per year plus 15 paid company holidays. Are you excited about this role but not sure if your experience aligns with every qualification in the job description? That’s okay. We know multiple perspectives are essential for a thriving organization and we'd still love to hear from you! Posit is committed to being a diverse and inclusive workplace. We encourage applicants of different backgrounds, cultures, genders, experiences, abilities, and perspectives to apply. All qualified applicants will receive consideration for employment without regard to race, color, national origin, religion, sexual orientation, gender, gender identity, age, physical disability, or length of time spent unemployed. Posit Software, PBC participates in the federal E-Verify program, which confirms employment authorization of newly hired U.S. based employees. E-Verify is not used as a tool to pre-screen candidates and is only initiated upon hire. E-Verify Participation Notice (English/Spanish) Right to Work Notice (English/Spanish) #LI-REMOTE Apply To This Job