Enterprise Account Executive

Job Description This is a remote position. About the Company We are a bootstrapped, profitable, and SOC 2 Type II certified technology company providing vehicle data infrastructure through APIs. Our platform provides access to critical automotive data including VIN decoding, license plate lookup, vehicle market values, recalls, specifications, images, and vehicle history. Our data infrastructure powers products across industries including financial services, insurance, automotive, fleet management, and other businesses that depend on accurate vehicle data. We operate with a lean team, fast decision-making, and a strong focus on building products that solve real customer problems. About the Role We are looking for an Enterprise Account Executive to become the second sales hire and first enterprise AE, owning the full sales cycle from qualification and technical discovery through pilot, negotiation, close, and production deployment. This is a highly autonomous role. You will be responsible for building your own pipeline while managing complex enterprise sales cycles involving technical and business stakeholders. You will sell a technical, API-based product that becomes embedded in customers' production systems. Customers may use the platform for insurance underwriting, lending decisions, dealer tools, fleet platforms, claims workflows, and other business-critical applications. The ideal candidate is comfortable selling to engineering, product, data, and business leaders and can independently navigate technical conversations without relying on a Sales Engineer for every interaction. What You'll Do Build and manage your own enterprise pipeline through outbound prospecting, partnerships, developer communities, industry networks, and targeted account research. Own the complete sales cycle from qualification and discovery through pilot, pricing, negotiation, close, and go-live. Run technical discovery with engineering, product, data, and business stakeholders. Understand API documentation, technical requirements, rate limits, usage patterns, and integration requirements. Design and manage customer pilots that demonstrate real product usage and technical value. Build business cases around customer use cases, technical requirements, and expected production usage. Negotiate consumption-based commercial models, including credit rates, volume tiers, minimum commitments, and overage structures. Manage complex enterprise sales cycles and multiple stakeholders while maintaining momentum. Own customer relationships through go-live and work to drive successful production adoption. Develop long-term relationships with technical and business decision-makers. Capture customer feedback, objections, and market requirements and communicate them back to the product and leadership teams. Help build and continuously improve the enterprise sales process, messaging, and playbook. Requirements Required 4+ years of experience closing B2B sales. At least 2 years carrying an enterprise sales quota. Experience closing enterprise deals with $50K+ ACVs . Experience selling technical, API-based, SaaS, data, infrastructure, or developer-focused products. Experience selling to engineering, product, data, or other technical buyers. Demonstrated ability to proactively build and manage your own pipeline. Strong discovery, qualification, negotiation, and closing skills. Ability to independently navigate technical conversations and understand API documentation and integration requirements. Comfortable operating in a lean, high-autonomy environment. Strong ownership mentality and ability to create momentum without relying on established processes or extensive sales support. Strong Signals Started as an SDR/BDR and progressed into an AE role within the same organization. Experience selling usage-based, consumption-based, or credit-based pricing models. Experience selling into automotive, insurance, lending, fleet management, claims, or related industries. Experience working in an early-stage environment, particularly Series A–B companies. Proven experience taking customers from initial discovery through technical evaluation, contract signing, and production deployment. Experience with developer-led or product-led sales motions. Nice to Have Familiarity with VIN data, NHTSA datasets, vehicle specifications, or vehicle valuation methodologies. Experience selling APIs, data products, developer tools, infrastructure, or other technical products. Experience with PLG-to-enterprise sales motions. Existing relationships within automotive, insurance, lending, fleet, or related technology ecosystems. ​ How the Engagement Works This is a full-time contract role with a confidential client operating a technical vehicle data and API platform serving businesses across industries including automotive, insurance, lending, fleet, and financial services . The role is remote, with candidates in the MENA region preferred . You will work closely with the client’s CEO and leadership team , taking ownership of the enterprise sales function and working across product, engineering, and customer-facing teams to understand customer needs, navigate technical requirements, and drive new business. As the first Enterprise Account Executive , you will own the full sales cycle — from prospecting and qualification through technical discovery, pilot design, commercial negotiation, closing, and customer go-live. You will be expected to build and manage your own pipeline through outbound prospecting, targeted account research, partnerships, developer communities, and relevant industry networks. Inbound opportunities may exist, but they will not be sufficient to consistently achieve quota. The product is a technical, API-based solution that becomes embedded in customers’ production systems . You should be comfortable engaging directly with engineering, product, data, and business stakeholders, reading API documentation, understanding integration requirements, discussing usage and rate limits, and helping customers move from technical evaluation to production adoption. A key part of the role will be designing and managing customer pilots that demonstrate real technical and commercial value. You will then translate successful technical validation into a compelling business case, negotiate consumption-based commercial terms, and drive the opportunity through contract signature and implementation. Your responsibility does not end at the close. You will remain closely involved through customer onboarding, integration, go-live, and production adoption , with success measured not only by new bookings but also by the customer's ongoing usage of the platform. You will also act as a direct feedback loop between the market and the product team . Customer conversations, objections, technical requirements, and emerging market needs should inform product priorities and the evolution of the company's enterprise sales strategy. The role requires someone who can operate with a high degree of autonomy — someone who can create pipeline, lead complex conversations, navigate technical objections, manage multiple stakeholders, and maintain momentum without relying on a large sales organization or established playbook. The hiring process begins with a conversation with the client’s CEO and leadership team to discuss your sales experience, approach to enterprise selling, experience with technical products, and mutual expectations. Candidates may then complete a short practical sales exercise designed to reflect the type of enterprise prospecting, discovery, technical qualification, and deal strategy involved in the role. For this full-time contract engagement, the work will be based on agreed compensation, working arrangement, and performance expectations . You are expected to provide your own laptop and basic equipment, maintain reliable connectivity and a secure working environment, and follow required security controls, including two-factor authentication. Industry note: Experience selling into automotive, insurance, lending, fleet, claims, financial services, APIs, data products, SaaS, developer tools, or infrastructure is advantageous. Experience with usage-based, consumption-based, or credit-based pricing models is also a strong plus. About Apricot Apricot is a nonprofit sourcing firm connecting displaced and underserved professionals from Palestine and the wider MENA region with global employment opportunities . We combine a clear social-impact mission with fast, high-quality recruitment delivery for international clients. ​