The responsibility includes qualifying inbound leads and generating outbound pipeline. This role is the first point of contact for prospects. The AE owns the full sales cycle from qualified handoff to closed-won. This role conducts discovery, delivers demos/proposals, negotiates terms, and closes deals.
Key Responsibilities:
Respond to inbound leads within SLA (15 minutes to 24 hours based on tier)
Conduct BANT+ qualification calls (15–20 minutes)
Execute 14-day outbound sequences (100–150 prospects/week)
Book 4 qualified meetings/week
Log all interactions in HubSpot CRM
Conduct discovery calls with SDR-qualified prospects (30–45 minutes)
Deliver tailored demos and solution presentations
Build business cases
Create and send commercial proposals
Negotiate terms, handle objections, manage legal review
Close deals and coordinate onboarding handoff
Maintain accurate pipeline in HubSpot
Required Skills:
3–5 years of AE experience (B2B, preferably SaaS, consulting, or services)
Proven track record of closing deals
Robust discovery and stakeholder management skills
Comfortable with commercial negotiations and contract discussions
Experience with CRM (HubSpot, Salesforce) and video conferencing (Zoom, Meet)
Strategic thinker, customer-focused, results-driven