Account Executive

About Bonusly

Bonusly helps your team improve engagement and adopt the behaviors that set them, and your organization, up for long-term success. We make employee recognition meaningful, habitual, and connected to what matters most—helping organizations build cultures where people want to stay and grow together. To learn more about working at Bonusly, check out our Un-Handbook: https://github.com/bonusly/un-handbook

Bonusly is hiring a Senior Account Executive to own a full-cycle book of mid-market and enterprise accounts. You are responsible for the outcome, not just the process. You manage your pipeline, you drive your deals, and you close. The company gives you leverage in the form of a strong inbound motion, a RevOps team that has operationalized intelligence and outreach, and an AI-native environment where the tools do the work that used to take three people. You use all of it.

Bonusly sells into HR, People, and Culture teams at companies that want to build workplaces where people stay and do great work. The buyer cares about their people. The sale is human, consultative, and multi-stakeholder. Your job is to earn trust fast, map the organization, and close with conviction.

This is a high-accountability team. We run together, but we each own our number. The accountability goes both ways: you push your teammates to be better, and they push you. We operate with grace and directness in equal measure. If you need something from the company, from leadership, from product, you ask for it. That's how this works.

Pipeline and Deal Management

• Own a book of mid-market accounts (200–5,000 employees), running full-cycle from first call through close.
• Manage your pipeline with precision: every deal gets the right level of attention, every stage is earned, and nothing sits stale without a clear next step.
• Multi-thread your deals. One stakeholder is a liability. Map the organization, find the economic buyer, and build a coalition that can say yes.
• Roughly 95% of your funnel arrives inbound or pre-qualified through our ADR and ops motion. Your job is to engage at a high level, keep deals moving, and close at the pace the buyer needs.

Outbound and Self-Generated Pipeline

• You know how to hunt. When inbound slows, you build pipeline. You have done it before, and you know what it takes: research, targeting, personalization, persistence.
• You have experience with high-activity outbound and the discipline that requires. That background matters because it shapes how you think about ownership and effort.

AI-Augmented Sales Execution

• Use AI tools to do more with your time: account research, deal room prep, follow-up drafting, call intelligence. We use Claude and other tools throughout the sales motion. You are expected to use them too.
• You think about AI as infrastructure, not novelty. It lets you work more deals at a higher level of engagement than was possible two years ago. That’s the expectation.

Team Leadership

• Senior AEs here are leaders, not just individual contributors. You share what works. You give feedback in deal reviews. You make the people around you better.
• You have ideas. You have developed your own content, your own plays, your own approach to a segment or a persona. You bring that here and build from it.
• You are not precious about what you know. You share it. And you expect the same from your teammates.

You are measured on closed ARR. Quota is set quarterly and grows as you develop your book. 

What We’re Looking For

Required

• Several years of full-cycle SaaS sales experience, with a track record of exceeding quota and closing deals in the $15K–$100K ARR range.
• Meaningful outbound experience. Not supplementary outbound. Real outbound, where you built your own pipeline from scratch and know what high-activity prospecting requires.
• A track record of exceeding quota and closing deals in the $15K–$100K ARR range. You know how to navigate multi-stakeholder, value-based sales and get to a signature.
• High agency. You see what needs to happen and you make it happen. You don’t wait for someone to tell you the next step.
• Genuine AI fluency. You use AI tools in your workflow today. You have built something with them: a sequence, a research process, a call prep system. You are not learning about AI, you are using it.
• Strong discovery fundamentals. You know the basics win deals. You don’t rush to the demo. You ask the questions that surface real pain, and you know the difference between a genuine buying signal and someone going through the motions.
• Startup experience and the operating style that comes with it: adaptable, resourceful, willing to do the work that isn’t in the job description.

Nice to Have

• Experience selling into HR, People, or Culture teams. You understand the buyer, the politics of the People function, and how to position value in a cost-center conversation.
• Familiarity with HubSpot, Gong, ZoomInfo, and deal room tools like Aligned.
• A track record of building your own sales content: sequences, talk tracks, competitive plays, persona-specific frameworks.
• Experience contributing to a team culture, not just individual performance: deal reviews, coaching peers, contributing ideas to the playbook.

• Reps who take full ownership of their pipeline and don’t blame marketing, ops, or the product when a deal goes sideways.
• People who believe the basics matter and don’t skip discovery to get to the demo faster.
• Sellers who want to be on a team that pushes each other, shares what works, and treats closing as a craft.
• Operators who are excited about AI as a genuine edge, not a buzzword.

• Base Salary Range: $100,000 - $115,000
• On-Target Commission: $100,000 - $115,000 at quota 
• Total OTE at Plan: $200,000 - $230,000

Fully remote (US-based)