Account Executive

Summary

Tern is a venture-backed software company building modern business infrastructure for travel agencies and advisors. The Account Executive will own mid-market, full-cycle B2B SaaS sales, from researching named accounts and running multithreaded discovery through platform demonstrations, closing, forecasting, and clean handoff to implementation.

Responsibilities

• Own a named book of agencies. Build and maintain a researched list of target agencies, typically 10 to 100+ advisors. Every account has a documented entry path before you reach out: a Tern user already inside the agency, a referral, a community or consortium connection, a real engagement signal, or specific research on their business
• Run every deal as a multithreaded deal. Map the account. Engage the economic buyer, the operations or back-office lead, and advisor-level users. Map who signs, who blocks, who champions. Get the signer on a call. Build a deal room with dates the customer has agreed to. Deal size does not change the standard
• Sell the whole platform, including the back office. Run discovery with an agency's accounting or finance stakeholder on your own. Demo commissions, reconciliation, and supplier statements with confidence. Quantify what Tern is worth to the agency in dollars, not features
• Quarterback Deals. Bring product, implementation, SMEs or leadership into a deal with a written brief beforehand so the call does real work. You run the deal. You get the right people in the room at the right time and drive to close
• Close full commitments. Sell the whole cohort of seats up front, with staged billing where it helps the customer. Create urgency from real consequences: kickoff dates, implementation capacity, the customer's own timeline. Never from invented ones
• Forecast with precision. Weekly forecast submitted on time, every open deal complete in HubSpot, pipeline coverage maintained against target. Predictable attainment quarter after quarter, not a big month followed by two empty ones
• Hand off cleanly. A complete HubSpot record and a scoped implementation plan at close. Then implementation owns the relationship and you go find the next agency
• Feed the loop. Closed-lost reasons, recurring objections, and product gaps go back to marketing and R&D in a form they can act on

Skills

• Consistent quota attainment in full-cycle B2B SaaS
• 3+ years closing, ideally at least mid-market
• You can show quarter-over-quarter attainment, not one big quarter and a story about the rest
• Experience selling something operational. Systems of record, vertical SaaS, ERP, accounting or commissions tooling, anything where the buyer's back office had a vote
• You can learn what accrual accounting means for an agency and explain it in plain language
• A multithreading track record. You have closed deals that required an owner, an operator, and end users to all say yes, and you can walk through exactly how you got there
• Discovery depth. You uncover the real problem, quantify what it costs, and tie the solution back to dollars. You ask the question that gets a true answer instead of a polite one
• Pipeline rigor as a habit. HubSpot is complete because that is how you work, not because someone asked. Your forecast is accurate. Your next steps have dates
• Judgment in a small market. You know when to stop. You write like a person, not a template. You understand that one burned prospect in a tight community costs more than one deal
• You implement coaching. Feedback shows up in your next call, not your next quarter
• • Travel industry experience, especially with host agencies or consortia
• • Vertical SaaS with an accounting or commissions component
• • Account-based selling in a defined market
• • Experience running mutual action plans or deal rooms
• • Fluency with AI tools for research and call prep (research with AI, write as yourself)

Qualifications

Must Haves

• Consistent quota attainment in full-cycle B2B SaaS
• 3+ years closing, ideally at least mid-market
• You can show quarter-over-quarter attainment, not one big quarter and a story about the rest
• Experience selling something operational. Systems of record, vertical SaaS, ERP, accounting or commissions tooling, anything where the buyer's back office had a vote
• You can learn what accrual accounting means for an agency and explain it in plain language
• A multithreading track record. You have closed deals that required an owner, an operator, and end users to all say yes, and you can walk through exactly how you got there
• Discovery depth. You uncover the real problem, quantify what it costs, and tie the solution back to dollars. You ask the question that gets a true answer instead of a polite one
• Pipeline rigor as a habit. HubSpot is complete because that is how you work, not because someone asked. Your forecast is accurate. Your next steps have dates
• Judgment in a small market. You know when to stop. You write like a person, not a template. You understand that one burned prospect in a tight community costs more than one deal
• You implement coaching. Feedback shows up in your next call, not your next quarter

Nice to Haves

• • Travel industry experience, especially with host agencies or consortia
• • Vertical SaaS with an accounting or commissions component
• • Account-based selling in a defined market
• • Experience running mutual action plans or deal rooms
• • Fluency with AI tools for research and call prep (research with AI, write as yourself)

Benefits

• Equity
• Commission
• Accelerators above quota
• GMV-based bonuses once quota is met
• A supportive, curious, and creative team