Account Executive, Emerging Markets

Making videos is easy, making them work for your business? That’s where Wistia shines. Our end-to-end platform gives businesses the tools to create, host, share, and analyze videos and webinars, all in one place.

We’re a growing, profitable company with tens of thousands of paying customers and over half a million active accounts. Our mission? To be the go-to video platform for businesses. And we know that mission starts with a team that feels valued, supported, and empowered to do their best work.

Why This Role Matters

This AE fuels growth. You’ll build your own pipeline, guide prospects to value, and close with intent by driving high-retention wins, adoption of our Live Webinar product, and free-to-paid conversions. Inbound is a channel, not the engine; your outbound motion and feedback loops help the whole team hit monthly adds and MRR.

Who You'll Work With:

• BDR/SDR for handoffs and ICP feedback

• Marketing & Product Marketing for messaging, campaigns, and funnel insights

• Customer Success & Onboarding for clean go-lives and Live adoption plans

• RevOps/Sales Ops for forecasting rigor, funnel analytics, and process improvements

• Legal/Finance/Security as needed for smooth procurement

What It's Like Working on This Team: High-trust, high-autonomy, and metrics-driven. We collaborate daily in Slack and live calls during ET core hours, share call recordings for feedback, and continuously refine talk tracks, sequences, and close plans. We celebrate wins, learn fast from losses, and keep the process humane for both candidates and customers.

Why is this role exciting?

• You’ll work a high-velocity inbound engine with strong brand tailwinds, giving you ample at-bats to exceed quota and shape how we sell to new segments.

How does it directly support Wistia’s mission?

• You help more businesses grow with video by turning trials and free users into successful, retained customers who see value fast.

What interesting challenges will candidates tackle?

• Prioritizing high-leverage opps in a busy inbound queue; multithreading varied SMB/MM personas; crafting adoption plans; and improving forecast accuracy in a dynamic pipeline.

Preferred Time Zones: Eastern Time; preference for Boston/Cambridge, New England, or ET-based candidates.

Travel Requirements: Occasional team onsites or customer events (≈<10%).

• Own the full cycle from discovery and demo through mutual success plan, negotiation, and close.

• Prioritize high-leverage inbound opportunities; keep pipeline hygiene tight and coverage at 2–3× of target.

• Run consultative, value-based demos that quantify ROI and lead to clear next steps.

• Forecast accurately with documented close plans; surface risks early and drive mitigation.

• Close for retention and hand off cleanly to CS with 90-day adoption plans; share market insights with Marketing/Product.

• Proven quota attainment in SaaS with mixed personas and short/medium cycles.

• Consultative selling excellence: deep discovery, multithreading, ROI storytelling, and next-step control.

• Operational rigor: pipeline/time management in high volume; disciplined forecasting in CRM (e.g., Salesforce + Outreach).

• Collaborative communicator: partners well with BDR, Marketing, CS, and RevOps; clear written/verbal updates.

• Nice to have: experience selling to SMB/MM (typical $10–50K ARR), video/marketing tech familiarity, or light self-sourced outbound.

Why You’ll Love Working at Wistia

At Wistia, we’re building the leading video platform for small and medium B2B businesses, and we know that starts with our team. We support, challenge, and celebrate one another, and we invest deeply in connection. Why? Because strong relationships drive better outcomes and because work is more meaningful when we genuinely care about the people we do it with.

We care a lot, so our benefits are actually benefits, not just the fun stuff like swag and snacks in the office (though we have lots of those too!). We know the biggest investment we can make is in our employees, so we provide:

• A competitive compensation package that includes employee stock options

• 401k with 3% company contribution, regardless of whether you contribute (Roth 401k available)

• Fully paid healthcare, dental, and vision insurance premiums (family plans included)

• Pre-Tax FSA and Dependent Care Account

• 16 weeks of paid parental leave

• Flexible Time Off. Everyone should get out of their office to recharge and reboot.

• Remote-first culture (work from anywhere in the continental U.S.)

• Annual professional development stipend (courses, conferences, and more)

• New hire bonus to enhance your home office setup

• Pet insurance discount

Wistia provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.