Enterprise Account Executive

The mandate: Own the full enterprise sales cycle — first conversation through signed production agreement — and build Retell's new business revenue.

The single most important fact for recruiting: you report to the CEO. No VP Sales, no CRO, no sales manager. This is the first enterprise AE seat at a $80M-ARR company, reporting directly to Bing Wu. The JD calls it "a high-ownership craft role."

Two readings, both worth understanding before outreach: this is either an extraordinary opportunity for an AE who wants founder access and first-mover territory, or it's an unstructured environment with no sales leadership to learn from and no established playbook. The JD acknowledges it — "you thrive in an early-stage, high-growth environment where there is no playbook." Say this plainly to candidates. AEs who need infrastructure will fail here and the ones who want it will self-select in.

What You'll Own

• Full enterprise cycle — discovery, solution positioning, business case, technical validation, security and procurement, commercial negotiation, executive alignment
• Deployment translation — understand call center operations, existing stack, priority use cases, success criteria; turn them into a deployment roadmap and a vision
• Pilot design that converts — tightly scoped, clear stakeholders, timelines, success metrics, production requirements, commercial next steps. Maintain urgency and drive a decisive move to production.
• MEDDPICC qualification — economic buyer, decision process, technical and business criteria, champion, competition, procurement path, quantified pain. Accurate forecasts, proactive risk management.
• Quantified business cases — automation rate, resolution rate, cost reduction, CX, revenue impact, speed to deployment
• Buying committee navigation — executives, contact center leaders, IT, security, procurement, legal, product, technical champions. Multithread every strategic account.
• Technical collaboration — solutions engineering, FDE, product, and engineering to demo, validate integrations, and unblock
• Production and expansion — accountability past signature; expand across use cases, teams, business units, geographies
• Market feedback — objections, competitive intel, product gaps, emerging enterprise requirements back to product and leadership

Requirements

Hard gates:

• 5+ years enterprise sales at a high-growth SaaS or AI company, with a track record closing large complex deals
• Six- and seven-figure deal experience. Named in the thrive section.
• Has personally owned the entire cycle — outbound and discovery through pilots, procurement, negotiation, executive alignment, signed production agreements. Not a closer handed qualified pipeline.
• MEDDPICC fluency. Named twice, as a requirement and again in the thrive section. Non-negotiable.
• Technical credibility — can talk APIs, integrations, security, and AI architecture with a CTO, then switch to a VP of CX or COO on ROI and automation rates
• Sells technical products to enterprises — ideally contact center, CCaaS, CRM, communications infrastructure, or AI
• Operates without a playbook
• On-site, Redwood City

Profile:

• 5–10 years, per the JD's own range
• Creates pipeline rather than waiting for it
• Highly organized, proactive, accountable, creates urgency with limited structure

Strong bonuses:

• CCaaS or contact center sales — Five9, Genesys, NICE, Talkdesk, Twilio, LivePerson, Verint. They already know the buyer, the budget cycle, and the vocabulary. Highest-value background available.
• BPO sales relationships — Everise, TaskUs, Concentrix, Teleperformance, Alorica. Retell already has BPO PMF.
• Has sold an AI product into enterprise procurement and survived the security review
• Pilot-to-production conversion track record specifically
• Was a first or early AE somewhere and built the motion
• Healthcare, airline, or regulated-industry enterprise sales — matches CVS/Aetna and American Airlines

Location and visa:

• On-site, Redwood City
• Sponsorship: H-1B, TN, L-1, E-3, F-1 (OPT/CPT). No O-1 — inconsistent with most other Retell reqs. Worth one question.

Anti-patterns

• Closers handed qualified pipeline by an SDR team. The JD says "from outbound" explicitly. No SDRs here.
• AEs who need a sales playbook, enablement, and a manager
• Mid-market or SMB AEs with no six- and seven-figure cycle experience
• Relationship sellers who can't hold a technical conversation with a CTO
• Anyone whose MEDDPICC knowledge is résumé decoration
• AEs who disengage after signature — expansion is in scope
• Big-company AEs with a named-account list and heavy support infrastructure
• Remote requirements

Who Will Thrive Here

Someone who has closed seven-figure enterprise deals with no sales leader above them and liked it. They can walk a CTO through the integration architecture and then quantify containment lift for the COO in the same meeting. They've designed pilots that converted rather than pilots that died in evaluation. They want first-mover territory at a company where the product already works and the logos are already closed — and they're not looking for a manager.