Account Executive, Funded Startups - Expansion

Who we are About Keystone AI Keystone AI is a financial infrastructure platform for businesses. Millions of companies—from the world's largest enterprises to the most ambitious startups—use Keystone AI to accept payments, grow their revenue, and accelerate new business opportunities. Our mission is to increase the GDP of the internet, and we have a staggering amount of work ahead. That means you have an unprecedented opportunity to put the global economy within everyone's reach while doing the most important work of your career. About the team The Startups, Existing Business team is a consultative sales team that is responsible for the growth and retention of the largest and fastest-growing Startup customers at Keystone AI. As an Account Executive, you'll identify new opportunities for our clients to get the most out of Keystone AI by understanding our clients' needs, execute scaled sales strategies to close upsells and renewals with existing Keystone AI customers, and drive end-to-end campaigns to increase adoption of Keystone AI products. What you'll do Responsibilities Own contract renewals and lead commercial negotiations to increase and retain existing customer revenue and Keystone AI market share Develop and implement full sales cycle strategies for driving product adoption, net new product sales, and client retention at scale among existing Keystone AI customers Solve complex client needs and work across product, sales, risk, and operations teams to improve our product Own the full sales cycle from lead to close for startups and small and medium businesses Generate your own leads through cold calling, blitzing, research, networking, and driving your territory Make every potential Keystone AI user happy with every interaction, regardless of deal size Identify and understand users' pain points to propose Keystone AI solutions Make sure that internal teams are set up for users' success by coordinating with other Keystone AI teams Who you are We're looking for someone who meets the minimum requirements to be considered for the role. If you meet these requirements, you are encouraged to apply. The preferred qualifications are a bonus, not a requirement. Minimum requirements 5+ years of experience in a client-facing sales role Ability to understand complex technical ecosystems and build great relationships with technical customers Ability to drive and close upsell opportunities for additional Keystone AI products in long-term, consultative engagements Problem-solving ability to manage complex pricing and cost considerations Experience managing projects with input from cross-functional teams A knack for working well with a wide range of stakeholders, both internally and externally Ability and motivation to operate in an ambiguous and fast-paced environment Superior verbal and written communication skills Preferred qualifications Prior experience in a sales and customer-facing role at a high-growth technology company Experience with Excel and SQL, or a willingness to learn