Why This Job is Featured on The SaaS Jobs
This Up-Market Account Executive role sits in a classic SaaS expansion lane: selling a technical product into engineering leadership while the sales function matures after a period of strong results. The remit spans outbound sourcing through to proof of concept and onboarding, reflecting how modern SaaS revenue teams increasingly blend consultative discovery with product-led validation, especially when targeting CTO and VP Engineering stakeholders.
For a SaaS sales career, the durable value here is experience running complex, multi-threaded cycles where product fluency matters as much as commercial skill. Managing demos, POCs, executive readouts, and forecasting builds a toolkit that transfers across B2B SaaS categories, particularly those with technical buyers and measurable ROI narratives. The emphasis on partnering with Sales Engineering and Customer Success also mirrors how SaaS organizations reduce handoff risk and drive expansion through tighter pre and post-sale alignment.
This role is best suited to an AE who prefers owning pipeline creation rather than relying on inbound flow, and who is comfortable switching between business outcomes and technical constraints in the same conversation. It will appeal to professionals who like structured selling motions, disciplined reporting, and building long-term customer relationships that extend beyond the initial close.
The section above is editorial commentary from The SaaS Jobs, provided to help SaaS professionals understand the role in a broader industry context.
Job Description
The sales team at Jellyfish is maturing, and after a year of record growth, we are looking for experienced AEs to join our team. We are looking for high performing individuals with a strong track record in Up-Market B2B sales. If you are consistently over-achieving your sales goals and also care deeply about winning as a team, this is for you!
Let's talk about what you'll do:
Responsible for strategically building/sourcing your own B2B pipeline by outbound targeting CTOs, VPs of Engineering, etc.
Engage in both technical and business oriented conversations with Up-Market Customers.
Manage a complex/technical deal cycle by performing product demonstrations that highlight the value of Jellyfish, managing POC and onboarding processes, assembling business case studies and executive read-outs, etc.
Provide analytics/insights through regular reporting, updates, and forecasts.
Partner closely with Sales Engineering/Customer Success teams to manage both pre-sales and post-sales motion.
Maintain strong relationships with customers post-sale to drive both expansion and renewal business.
Let’s talk about what you need to excel:
Passion - from learning to self-development. You enjoy being challenged
Collaboration - want to go above and beyond in making those around you better, but also do not possess an ego that prevents you from learning from your peers and reaching out for help
Ambition - a competitive person who has a strong track record of success in quota attainment and consistently finishing at the top of the leaderboard
Persistent - from written communication, to sales calls, to relationships built with customers, you strive to put your best foot forward and avoid complacency wherever possible
Drive - you thrive in a fast-paced, entrepreneurial environment
Sense of Humor - We know sales can be hard, and there’s a lot of work to do to accomplish the lofty goals we have, but we also want to make work fun along the way.
Bonus points if you have:
5+ years Enterprise B2B sales experience at a startup.
Sold into the CTO / VPE / Director Engineering personas
Consistently closed deals of $90k+ ARR
Experience in SPICED methodology
A list of job experiences and qualification requirements is great, but humility, a performance-driven attitude, and a team-player approach are most important to us. We love to have fun and win in the process. We only hire people who have a passion for building great companies in an environment where a sense of humor is a must.
Occasional travel may be required.
Applicants must be authorized to work for any employer in the US. We are unable to sponsor or take over sponsorship of an employment visa at this time.
Let’s talk about us!
This is all about you, but you want to know a little about us. Jellyfish enables leaders to effectively build AI-integrated engineering teams, align engineering decisions with business initiatives and deliver the right software efficiently and on time. AI tools alone won’t transform your org—Jellyfish shows you what’s working, what’s not, and how to build high-performing teams that know how to use AI the right way.
