Sales & Customer Success Startup (1-50 employees)

Account Executive at Startup

OCEAN+ profile for Account Executives: managing complex enterprise deals, negotiating with C-level stakeholders, and sustaining long-term relationships.

In LATAM startups, the Sales Manager is often also the first AE

The ability to sell without an operating marketing function is a key differentiator

High emotional stability is critical: rejection is constant and without structured coaching

Generic profile SMB (51-200 employees) Enterprise (201-1000 employees) Global (1001+ employees)

Ideal OCEAN+ Profile

Ideal range

Openness

70 90

At startups (1-50 employees), openness to trying new channels and sales strategies

Conscientiousness

62 80

At startups (1-50 employees), discipline in pipeline management and follow-up

Extraversion

82 100

At startups (1-50 employees), the energy to build relationships and close deals

Agreeableness

42 62

At startups (1-50 employees), the balance between assertive persuasion and active listening

Emotional Stability

80 97

At startups (1-50 employees), resilience in the face of constant rejection and long sales cycles

Structure & Rhythm

47 67

At startups (1-50 employees), building long-term relationships with clients

Strengths and Red Flags

Strengths

Navigating complex enterprise buying processes
Building trust-based relationships with C-level executives
Closing deals without a recognized brand, selling vision and potential rather than a finished product
Building the sales process from scratch: ICP, pitch, playbook, and initial metrics

Red Flags

Focusing only on the champion while ignoring other decision-makers
Closing pressure that damages the long-term relationship
Depends on a recognized brand and polished marketing materials to sell
Needs hierarchical approval for every discount or contract exception

Interview Questions

Tell me about the most complex enterprise deal you closed. How many stakeholders were involved, how long did it take, and how much did you follow a defined process versus adapt your strategy on the fly?

Evaluates: Conscientiousness and Structure & Rhythm

How do you handle a sales process where your internal champion loses influence mid-cycle? What do you do to protect the deal?

Evaluates: Openness and Emotional Stability

Tell me about a deal you closed without a 100% finished product.

Evaluates: Tolerance for ambiguity and ability to sell vision

How did you build a sales process from scratch?

Evaluates: Ability to structure without prior resources