Sales & Customer Success Startup (1-50 employees)

Enterprise Account Executive at Startup

Manages complex sales cycles with enterprise clients, building executive relationships and orchestrating teams to close high-value deals.

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

Ideal OCEAN+ Profile

Ideal range

70 85

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

57 72

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

84 99

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

54 69

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

75 90

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

80 95

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

Building trusted executive relationships that extend beyond a single sales cycle
Orchestrating internal teams to respond to RFPs and complex client needs
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

Superficial pipeline management with excessive optimism about close probabilities
Reliance on a single champion in the account without building relationship breadth
Depends on a recognized brand and polished marketing materials to sell
Needs hierarchical approval for every discount or contract exception