Account Executive, New Logo (LAND)

# Account Executive, New Logo (LAND) **Nicklpass · Remote (US) · Part-Time Contract (20–30 hrs/week · Up to 3 Months)** --- ## The Opportunity Nicklpass is the control plane for enterprise SaaS and AI spend — giving CFOs and procurement teams real visibility into what they're buying, what's actually being used, and what it's costing them. We're post-seed, growing fast, and adding logos across financial services, media, entertainment, and global manufacturing. We're looking for our first dedicated LAND hunter: someone who lives for the thrill of opening a cold account, earning trust fast, and closing the first deal. You won't be inheriting a book. You'll be building one. **This role starts as a part-time contract (20–30 hours/week for up to 3 months).** The path to full-time is straightforward: deliver results that make sense, and we convert at the end of the contract. Blow it out of the water, and we won't wait the full 3 months. --- ## What You're Selling (And Why It Wins) Most spend management tools tell you what you're paying. Nicklpass tells you what you're actually *using* — and that changes everything. Our patented architecture sits inside the workflow, capturing real utilization data at the seat level across SaaS and AI tools. That means when a CFO asks "are we getting value from this?", we don't give them a spend report — we give them proof. Which teams are using what. Which licenses are idle. Which AI tools are running up costs nobody authorized. That's a different conversation than every other vendor in this space is having. Your job is to go find the buyers who are ready to have it. **The edge you'll lean on:** - **Utilization data, not just spend data** — we see actual usage, not just invoices. Competitors can tell you what you paid; we tell you what you got. - **Patented architecture** — our core technology is protected IP. There's no off-the-shelf way to replicate what we do. - **A business case generator built for closers** — when you're ready to push a deal to the finish line, we have an interactive tool that builds a prospect-specific ROI and savings analysis in real time. You walk into the final meeting with their numbers, not generic benchmarks. Champions can take it to their CFO the same day. - **AI spend as an urgent wedge** — every mid-market company is trying to figure out what their AI tools are actually costing them. We're the answer. - **Customer proof** — a global financial services firm achieved a 53% cost reduction. A top-five global PR firm is an active and growing user. These are the kinds of names that open doors. --- ## What You'll Own - **Pipeline generation** — we're building a dedicated lead gen motion in parallel, and you'll have support from it. But you won't wait for it. You know how to work your own network, sequence a cold account, and book meetings through sheer effort and craft. - **Leveraging your Rolodex** — if you've got prior relationships with procurement, finance, or IT buyers at mid-market companies, we want to hear about it. Deals sourced from your own previous client contacts come with an additional financial reward on top of standard commission. If you've done this before and kept the relationships, that's real money. - **Discovery and qualification** — you sell outcomes, not features. You get into the economic pain (shadow IT, AI sprawl, wasted spend) before ever showing a demo. - **Navigating mid-market complexity** — you know how to find the Economic Buyer, map the stakeholders, and work a multi-threaded deal without losing momentum. - **Running the business case conversation** — you know how to use a business case tool not as a crutch but as a closing weapon. You can walk a champion through the numbers and make it feel like their idea. - **Closing new logos** — 60–120 day cycles, $40K–$150K ACV range. You know how to get to "yes" and how to build a business case that earns budget. - **Clean handoffs** — once you close, you hand off to Customer Success and Implementation like a pro. You don't leave loose ends. --- ## Who You Are - **5+ years in B2B SaaS sales**, at least 3 years closing new business as an AE - You've sold into **Finance, Procurement, or IT** — or you've sold a product where the CFO had to say yes - You're comfortable in **mid-market deal cycles** — not just transactional, but not waiting 18 months for enterprise either - You **build your own pipeline** and know how to work warm relationships and cold outreach in equal measure - You sell on **outcomes and ROI**, not feature lists. You know how to run a value-based business case conversation and get a champion to own the numbers internally - You're excited about a **contract-to-hire structure** — you want to prove yourself fast and you don't need hand-holding to do it - You are **coachable, curious, and competitive** — you want to win, and you want to get better - **Spanish fluency is a meaningful bonus** — we're actively expanding into Latin America with a growing pipeline of enterprise prospects --- ## Structure & Compensation - **Hours:** 20–30 hours/week - **Duration:** Up to 3 months — with conversion to full-time based on results. Strong performance converts at the end of the contract. Exceptional performance converts early. No arbitrary timelines, no politics. - **Hourly rate** + **uncapped commission** on closed deals - **Commission is paid when we collect cash from the customer** — our incentives are fully aligned. When the deal is real, you get paid. - **Bonus commission** for deals sourced from your own prior client relationships - **Equity:** Full-time conversion comes with an equity package --- ## Why This Moment SaaS sprawl and AI spend are the new shadow IT. Every mid-market CFO is staring at a line item they can't explain. Nicklpass makes that problem visible — and fixable. You're not selling a nice-to-have. You're selling control. If you want to be the person who builds the LAND playbook at a company on its way up — and you're ready to prove it in 90 days — this is that job. --- *Nicklpass is an equal opportunity employer. We welcome candidates from all backgrounds.*