The Account Executive at CoreStory is responsible for full-cycle sales, focusing on technical SaaS products. Key tasks include building sales pipelines, engaging executives, applying qualification methodologies, and collaborating cross-functionally to drive value for customers.
About CoreStory
CoreStory unlocks the hidden intelligence in your legacy code. By using AI to surface business logic and technical insights, we give enterprises the clarity to modernize faster, maintain apps smarter, and reduce the risk of costly failures.
We are looking for a self-starting, technically fluent seller who can hunt, build, and close. This person thrives in ambiguity, loves figuring out complex products, and treats their territory like a startup inside the company. They don't wait for leads; they create them. They can talk code one minute and value the next.
Role ResponsibilitiesFull-Cycle Ownership- Own the full sales cycle from outbound through close, including qualification, discovery, technical validation, business case creation, negotiation, and forecasting
- Drive access to Economic Buyers and mobilize Champions inside accounts
- Rigorously apply a qualification methodology (e.g., MEDDPICC) to maintain a high-quality, high-predictability pipeline
Operational Excellence
- Maintain forecast accuracy and pipeline hygiene with disciplined weekly cadences
- Build and execute territory and account plans aligned to ICP, TAM, and priority use cases
- Partner cross-functionally with Product and Engineering to influence the roadmap based on customer insights
Customer Value and Executive Alignment
- Lead high-quality discovery that surfaces business pain, root causes, and the cost of inaction
- Build compelling business cases and quantify the ROI required for enterprise decision-making
- Multi-thread and engage executives early to drive alignment and urgency
Prospecting and Pipeline Generation
- Create a pipeline through creative outbound: multi-channel, AI-powered, social, communities, and direct outreach
- Test and iterate messaging to identify repeatable patterns
- Collaborate with GTM leadership to refine ICP and ideal use cases
Scaling the Sales Motion
- Develop repeatable outbound and discovery frameworks for future hires
- Document learning loops from wins, losses, and qualification patterns
- Curiosity: deep desire to understand customer problems at both technical and business levels
- Critical Thinking: ability to diagnose root causes and develop compelling problem narratives
- Coachability: demonstrated history of absorbing feedback and improving quickly
- Work Ethic: consistent track record of high activity, high accountability, and execution
- Prior Success: evidence of overperformance in quota-bearing roles
Experience Requirements
- 5–7+ years of full-cycle experience selling technical SaaS, AI, API, or developer-focused platforms
- Proven track record of self-sourcing pipeline and closing multi-stakeholder deals
- Technical fluency and ability to demo without Sales Engineering support
- Experience in founder-led, pre-Series B, high-growth environments
- Demonstrated proficiency with structured qualification frameworks (e.g., MEDDIC/MEDDPICC)
- Excellent communication skills with the ability to articulate value to both technical and executive audiences
Similar Jobs
Artificial Intelligence • Cloud • Computer Vision • Hardware • Internet of Things • Software
Own the full sales cycle for Samsara’s IoT solutions targeting mid-market customers. Responsibilities include prospecting, cold calling, building pipelines, conducting proofs of concept, managing trials, negotiating complex pricing, engaging multiple stakeholders and executives, closing deals exceeding $10,000 in annual revenue, and consistently achieving quota. The role requires approximately 25% travel and residence in an approved Midwest state.
Top Skills:
Internet Of Things (Iot)Salesforce (Sfdc)
Artificial Intelligence • Big Data • Cloud • Information Technology • Software • Cybersecurity • Data Privacy
Own and grow Rubrik’s unstructured data protection business as a quota-carrying NAS product specialist. Partner with account executives, sales engineers, and channel teams to identify opportunities, lead technical discovery, demos, and proof-of-concept engagements, develop account strategies, differentiate against competitors, engage technical and executive stakeholders, and maintain accurate Salesforce forecasts. The role requires strong storage infrastructure expertise, technical selling ability, consultative enterprise sales experience, and consistent quota attainment.
Top Skills:
Dell IsilonDell PowerscaleNasNetapp OntapNfsQumuloSalesforceSmbVast
Other • Utilities
Prospects and acquires small-business customers within an assigned territory through cold calling, networking, and lead generation. Identifies customer needs, recommends wireless products and services, negotiates and closes deals, manages the sales funnel, forecasts activity, and grows the customer base while meeting monthly sales targets.
Top Skills:
Sales Force AutomationWireless Telecommunications Services
What you need to know about the Boston Tech Scene
Boston is a powerhouse for technology innovation thanks to world-class research universities like MIT and Harvard and a robust pipeline of venture capital investment. Host to the first telephone call and one of the first general-purpose computers ever put into use, Boston is now a hub for biotechnology, robotics and artificial intelligence — though it’s also home to several B2B software giants. So it’s no surprise that the city consistently ranks among the greatest startup ecosystems in the world.
Key Facts About Boston Tech
- Number of Tech Workers: 269,000; 9.4% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: Thermo Fisher Scientific, Toast, Klaviyo, HubSpot, DraftKings
- Key Industries: Artificial intelligence, biotechnology, robotics, software, aerospace
- Funding Landscape: $15.7 billion in venture capital funding in 2024 (Pitchbook)
- Notable Investors: Summit Partners, Volition Capital, Bain Capital Ventures, MassVentures, Highland Capital Partners
- Research Centers and Universities: MIT, Harvard University, Boston College, Tufts University, Boston University, Northeastern University, Smithsonian Astrophysical Observatory, National Bureau of Economic Research, Broad Institute, Lowell Center for Space Science & Technology, National Emerging Infectious Diseases Laboratories
