How you can help make a better world of work
Culture Amp is looking for an exceptional Account Executive to join our Commercial (Mid-Market) GTM Pod. We're moving from separate Sales and CX teams into integrated pods, each bringing together AEs, Account Managers, Customer Success Managers, and Renewals Managers to collectively own the full customer journey: land, adopt, expand, and renew.
As the AE in your pod, you own the land motion. You'll be at the forefront of Culture Amp's growth in the commercial segment (up to 1,000 users), hunting new logos and setting up ambitious organizations to build a better world of work for their people, with a strong foundation for your pod's AMs and CSMs to build on.
You'll bring a consultative, insight-led approach to fast-moving, multi-stakeholder sales cycles. You'll partner closely with SDRs and Marketing to build pipeline, and with your pod's AMs, CSMs, and Renewals Managers to set new customers up for a strong start, delivering a differentiated experience for commercial buyers and connecting their people challenges to measurable business outcomes. If you're deeply curious, commercially sharp, and energized by the challenge of winning in a competitive market, you're what we call a #peoplegeek and this role was built for you.
You will
- Drive new logo acquisition across your commercial territory, owning the sales cycle from outbound prospecting through to close, and a clean handoff into your GTM Pod.
- Generate a significant portion of your own pipeline through proactive outbounding, using a combination of tools, tactics, and sales methodologies to break into target accounts.
- Build and manage a robust, accurately forecasted pipeline in Salesforce, maintaining consistent pipeline hygiene and weekly forecast updates.
- Run tailored product demonstrations and business case presentations for People Leaders and key stakeholders, clearly articulating Culture Amp's competitive differentiators and ROI.
- Build multi-threaded relationships across HR and key decision makers to drive consensus and accelerate deal velocity.
- Collaborate within your GTM Pod, SDRs, Marketing, Account Managers, CSMs, and Renewals Managers, to deliver a seamless, high-quality experience from first touch through to a strong start as a customer.
- Orchestrate pod members and broader internal partners you don't directly manage, setting new customers up for adoption and expansion from day one.
- Contribute to the broader Commercial team's craft, sharing learnings, participating in deal clinics, and helping raise the bar on how we sell.
You have
- A track record of hitting targets in a quota-carrying role, whether that's as a closing AE or as a high-performing SDR ready to take the next step.
- Strong outbound and self-sourcing capability, with experience building pipeline from scratch rather than relying on inbound alone.
- Early commercial acumen: an ability to run discovery, build a business case, manage stakeholders, and drive a deal to close, developed either in a closing role or through a high-velocity SDR motion.
- Proficiency in Salesforce and core GTM tools (e.g. Gong, LinkedIn Sales Navigator, Outreach); formal sales methodology training (e.g. MEDDPICC, Challenger, Sandler) is a plus.
- Experience in HR tech, HCM, or adjacent SaaS is advantageous but not required.
You are
- Resilient. You maintain high activity and creativity despite rejection, and treat a stalled deal as a problem to solve, not a reason to move on.
- Intellectually curious. You go beyond surface-level discovery, understanding business drivers and connecting problems to measurable impact.
- Assertive and commercially in control. You lead the deal, challenge assumptions, create urgency, and drive clear next steps.
- A skilled multi-threader. You read stakeholders and power dynamics, and tailor your approach across roles and levels within an account to build consensus and move deals forward.
- An effective orchestrator. You mobilize your pod, AMs, CSMs, and Renewals Managers, and broader internal partners you don't directly control, aligning them around a shared view of the customer so deals land ready to adopt and grow.
- A team player who views selling as a team sport, collaborative with peers, your pod, cross-functional partners, and your sales leader.
Please be advised: The OTE Split for this role is 60/40.
