企业客户经理
Enterprise Account Executive
## **关于你的角色 👀**
我们在Pogo招聘首批AE，以帮助我们将B2B企业业务从XM年收入增长到XXM年收入。你将负责从潜在客户开发到业务扩展的整个销售流程。
具体来说，你将：
- 引流与互动：通过发送邮件、电话、会议和聚餐等方式与潜在客户建立关系，让Pogo出现在正确的人面前。跟进内部推荐线索，保持销售管道顺畅。
- 评估与成交：主导发现需求、产品演示和后续对话，了解潜在客户需求并完成新业务成交。构建有说服力的ROI案例，处理合同谈判以促成交易。
- 顾问式销售与试用及POC：全程负责试用体验，协调其他Pogo团队成员确保每个项目成功，并加快订阅成交的进程。
- 续约与扩展：负责客户的续约流程，积极识别升级和交叉销售机会。与现有客户建立深厚关系，了解他们的需求变化，提升基础收入。
- 流程与反馈：在我们扩大规模的过程中，帮助建立和改进销售手册。将结构化的学习成果带回团队，为快速迭代有效方法的文化做出贡献。
- 每月最多出差3-5天。
- 跨团队协作：与GTM、工程和产品团队成员紧密合作，确保新客户从第一天起就获得成功。与创始团队合作处理战略交易和收入重点。
## **关于你 👩🚀**
- 具备3-10年的销售经验，包括面向企业客户的端到端销售经验
- 你是一个猎手。你热衷于从零开始建立销售线索，不会等待线索上门。
- 你是出色的沟通者，能够快速赢得高级别利益相关者的信任，并将产品演示转化为有说服力的商业案例。
- 你亲力亲为且富有创造力。为了促成交易，你会尽一切努力。
- 你对自己的业绩负责。你时刻清楚自己的状况，并不断解决问题。
- 你是快速学习者，能迅速掌握新产品、新行业和新买家画像。
- 你使用AI工具更聪明地工作，进行更好的研究、更好的外联和更好的准备。
- 附加优势：
- 你能用数据讲故事。
- 你销售过洞察或数据分析产品
## **为什么你可能会对这份工作感到兴奋**
查看英文原文
## **About your role 👀**
We’re hiring our first AEs at Pogo to help us scale our B2B enterprise business from $XM ARR to $XXM ARR. You'll own the full sales cycle from prospecting to expansion.
Specifically, you will:
- Lead generation & engagement: get Pogo in front of the right people by building relationships with prospects across outbound email, calls, conferences, and dinners. Stay on top of inbound and referral leads and keep pipeline moving.
- Qualification & closing: lead discovery, demos, and follow-up conversations to understand prospect needs and close new business. Build compelling ROI cases and navigate contract negotiations to get deals over the line.
- Consultative selling with trials & POCs: own the trial experience end-to-end, coordinating with other Pogo team members to ensure every project is successful and accelerates the path to closing a subscription.
- Renewals & expansion: own the renewal cycle for your accounts and actively identify upsell and cross-sell opportunities. Build deep relationships with existing clients to understand their evolving needs and grow revenue within the base.
- Process & feedback: help build and improve the sales playbook as we scale. Bring structured learnings back to the team and contribute to a culture of rapid iteration on what's working.
- Travel up to 3-5 days a month.
- Cross-team collaboration: work closely with GTM, Engineering and Product team members to make sure new clients are set up for success from day one. Partner with the founding team on strategic deals and revenue priorities.
## **About you 👩🚀**
- Likely 3-10 years of sales experience, including selling to enterprise customers end-to-end
- You're a hunter. You're energized by building pipeline from scratch and you don't wait for leads to come to you.
- You're a strong communicator who can earn credibility quickly with senior stakeholders and translate a product demo into a compelling business case.
- You're hands-on and resourceful. You do whatever it takes to get a deal across the line.
- You take ownership of your number. You know where you stand at all times and you're always working the problem.
- You're a fast learner who picks up new products, industries, and buyer personas quickly.
- You use AI tools to work smarter and to do better research, better outreach, better prep.
- Bonus:
- You can tell stories with data.
- You have sold insights or data analytics products
## **Why you might be excited about this opportunity 🙌**
- Help build the GTM motion from the ground up. You won’t just be joining a sales team - you’ll help define how we sell, who we sell to, and what great looks like as we scale.
- Sell a product customers genuinely want. We’re seeing strong inbound interest from the largest consumer brands in the world, and you’ll work closely with prospects who are excited about using Pogo's products to accelerate consumer insights, sales, marketing, etc.
- Work directly with the founders and product team. As one of our first AEs, you’ll have a direct line into company strategy, pricing, positioning, and roadmap decisions. Customer feedback from your conversations will shape both the product and the business.
- Operate with fast feedback loops. We move quickly, iterate constantly, and care deeply about learning. You’ll be able to test messaging, refine outreach, and influence product direction in days - not quarters.
- Own meaningful customer relationships. From first outbound touch to closed-won and expansion opportunities, you’ll have real ownership over accounts and the ability to become a trusted partner to customers.
- Join a highly product-minded team. Everyone at Pogo - from engineering to GTM - obsesses over building useful, delightful products. We care deeply about craft, customer empathy, and creating experiences people love.
- Shape the culture early. As an early team member, your approach to sales, collaboration, and customer relationships will help define the culture and playbook for future hires.
## **Why you might not be excited about us 👎**
- There’s very little structure (yet). As one of our early GTM hires, you will be expected to work with your teammates, Founders, Growth team, and Marketing team to develop playbooks and build the foundations as we scale.
- You’ll need to thrive in ambiguity. Enterprise sales at Pogo often means navigating new buyer personas, shaping positioning in real time, and solving problems that don’t have obvious answers. We’re looking for people who find that energizing rather than stressful.
- You’ll wear a lot of hats. One day you might be prospecting, the next helping refine positioning, jumping into onboarding calls, or working with product on customer feedback. If you prefer highly specialized roles with narrow ownership, this probably won’t be the right fit.
- We expect more than 9 to 5 — raw hours make an impact at our current stage. That said, we trust each team member to create a flexible work schedule that allows them to be most productive while accommodating other priorities outside of work. We also strongly encourage time off to recharge the batteries: in addition to unlimited PTO, we've implemented a _minimum_ 20 days vacation policy 🌴