Sales Account Executive

About TESS

Tess AI is defining the Human-AI Workforce category - a new operating model where people and AI agents work together with shared context, clear roles, and direct impact on business execution.

We were created to solve a problem we consistently see inside companies: AI adoption is fragmented, disconnected from workflows, and rarely scales beyond individual use.

Tess is an agentic operational platform that centralizes and operationalizes AI across the entire organization with enterprise governance. With Tess, companies can build custom AI autonomous agents with personality, persistent memory, seamless integrations with over 1,000 apps, and powered by ~300 AI models and 50+ advanced AI tools. Tess Agents don't just work in silos; they collaborate as a team, building a powerful, shared organizational memory.

The core idea is simple: make AI actually work inside companies - in a structured, integrated, and outcome-driven way.

Backed by Hi Ventures, DYDX Capital, and Honeystone Ventures, Tess is rapidly expanding across USA, Europe, Brazil and Latin America.

The Challenge

We are looking for a full-cycle Account Executive with a strong background in complex B2B sales across mid-market and enterprise accounts and proven ability to generate, manage, and close pipeline to accelerate Tess's expansion in USA, Europe, Brazil and Latin America.

You will own the full sales cycle - from self-driven prospecting to closing - with a consultative and strategic approach, focused on mid-market and enterprise accounts.

This is a role for someone who thrives in ambiguity, embraces intensity, and is genuinely excited about the upside of being part of a high-growth startup at a defining moment in the AI category. If you want a structured, predictable environment, this is not the right seat. If you want to help build something meaningful and be rewarded for it, read on.

Responsibilities

* Own pipeline generation end-to-end: proactively identify, engage, and develop mid-market and enterprise accounts - no inbound dependency

* Drive the full sales cycle: prospecting, qualification, discovery, demo, negotiation, and closing across both faster mid-market cycles and more complex enterprise deals

* Map accounts and key stakeholders - from managers and technical buyers to C-level/VP-level decision-makers - defining tailored strategies based on deal size, urgency, and expansion potential

* Act in a consultative manner, connecting the Tess platform to real business challenges, including productivity, automation, cost reduction, quality, compliance, and operational efficiency

* Conduct high-impact demos and presentations, adapting depth and narrative to different audiences - from operational teams to executive leadership

* Build and maintain a healthy, consistent, and predictable pipeline with rigorous CRM hygiene, structured cadences, and clear next steps

* Manage opportunities with different levels of complexity simultaneously, balancing velocity in mid-market and depth in enterprise

* Track metrics, forecasts, and aggressive growth targets with full accountability

What We're Looking For

* Experience as a full-cycle Account Executive in SaaS, technology, or complex B2B sales

* Proven track record closing mid-market and/or enterprise deals, with ability to navigate different sales motions, stakeholders, and buying processes

* Strong outbound capability - a true hunter who builds pipeline through prospecting, network, account mapping, and strategic outreach

* Comfortable selling into both fast-moving mid-market companies and more complex enterprise organizations

* Ability to adapt sales approach: from shorter, higher-velocity cycles to longer, consultative enterprise deals

* Strong execution discipline and results-oriented mindset, with ability to drive urgency and maintain momentum across multiple opportunities

* Excellent communication, negotiation, and executive presence to lead conversations with business, technical, and senior decision-makers

* Startup appetite: genuine excitement about operating in a high-growth, fast-paced, resource-constrained environment - with the mindset of trading some short-term stability for significant long-term upside

* Comfortable in dynamic, low-bureaucracy environments where you help build the playbook as you go

* English fluency

Essential Requirements

* Be an active user of AI tools and have a genuine, hands-on interest in the subject

* Ability to translate technology into business value - less “features,” more measurable impact on the customer’s business

* Strong comfort operating with autonomy, intensity, and high ownership in a fast-changing environment

Advantages

* Experience selling AI, automation, data, or technical platform solutions

* Experience managing sales across multiple deal sizes, ICPs, and buying committees

* Track record in high-growth startups or category-creating companies

* Existing network of decision-makers across mid-market and enterprise accounts, including CIO, CTO, CDO, COO, CFO, RevOps, Innovation, Operations, or Transformation profiles

* Experience selling solutions that require workflow change, internal adoption, or cross-functional implementation

Work Model

* On-site, with occasional flexibility

Compensation

* Competitive base salary

* Aggressive OTE with a significant performance-based variable component - top performers are meaningfully rewarded

* Real equity upside potential tied to the company's growth trajectory - we want people who think and act like owners