Account Executive, Enterprise

ABOUT PLANE Plane's mission is to build the infrastructure the world's work runs on. Every organization runs on three things: the projects it's driving, the knowledge it keeps, and the requests it fields. Plane brings all three into one open, adaptable platform: simple enough for any team to adopt, dependable enough for organizations to build on. And we are building it for a future where humans and AI agents do that work together. Plane began in public on GitHub https://github.com/makeplane/plane at the end of 2022. Since then it has grown into a work management platform used by teams around the world: 60,000+ stars, 5,800+ forks, and a contributor community that reads our code and files our issues. Organizations run Plane as a managed Cloud service, on their own infrastructure, or inside fully isolated environments. Building in the open keeps us close to users and raises the standard for everything we ship. Plane is the #1 work infrastructure in aerospace, defense, financial services, and other regulated industries: organizations whose requirements for control, auditability, and data residency rule most software out. When the strictest buyers pick a system of record, that choice means something. Adoption is growing fastest on Plane Cloud and in sovereign clouds, deployments that keep everything inside a country's own borders and rules. Plane is backed by top investors and built across San Francisco, London, and Hyderabad. We work in tightly knit teams, stay close to users, and care about the visible product as much as the unglamorous details that make software dependable. People own problems end to end, and we add process only when it helps the work. HUMANS AND AGENTS We believe the next decade of work will be done by humans and AI agents together. Not agents replacing people, and not a chat window bolted onto software built for humans clicking around, but both working in one system of action, where an agent's work is as visible and as accountable as a person's. Most software treats AI as a feature. We treat agents as a kind of worker, and that changes what the system underneath has to be. Agents are only as good as the context they can see and the state they are allowed to change, so shared context, explicit state, durable history, and accountable action are not items on our roadmap. They are the product. Plane is built so that when an agent acts, the humans responsible can see what happened, why, and on whose authority, and the record survives. This is what the infrastructure is for: making the future where humans and agents work together useful, legible, and fully within the organization's control. Every role at Plane is some part of building that. ABOUT THE ROLE Plane has over a million users, and Fortune 500 companies deploying Plane. Enterprises in aerospace, defense, healthcare, and finance are running Plane in production — some in air-gapped, classified environments. The commercial demand is real and growing. This role exists to own it. You will turn interest in Plane into signed deals. Many of your leads will come from teams that already use Plane, have hit a ceiling on their current plan and are looking to upgrade to a higher one. You will own deals from the first call to the signed contract. You will speak with CTOs, CIOs, VPs of Engineering and other business leaders, and work closely with our founders, Product and Engineering teams. WHAT YOU’LL DO

• Own the full sales cycle—discovery, demo, proposal, negotiation, and close.
• Qualify inbound and product-led leads, and run targeted outreach to new enterprise accounts.
• Build relationships with senior decision-makers and navigate buying committees across IT, security, procurement and finance.
• Run tailored product demos and bring in our technical team when a deal needs technical solutions support.
• Guide deals through security reviews, legal terms, and procurement without losing momentum.
• Keep your pipeline accurate in the CRM and share weekly forecasts with the Head of Sales.
• Meet and exceed quarterly revenue targets.
• Share customer feedback and deal learnings with the product team. WHAT YOU'LL BRING
• At least 2 years as an Account Executive at a B2B SaaS in a deal-winner role.
• A track record of meeting or beating revenue quotas.
• Comfort leading conversations with CXOs, VPs, and department heads of large companies.
• Experience running multi-stakeholder deals with sales cycles of 2–6 months.
• Clear spoken and written English; we will test you on crisp follow-up emails, proposals, and call notes.
• Disciplined pipeline management in a CRM such as HubSpot.
• Curiosity about software teams and how they work; you can ELI5 build-vs-buy, cloud-vs-self-hosted, and Kubernetes-vs-Docker without going too much into the technicalities of it. NICE TO HAVES
• Experience selling to engineering or IT buyers, especially developer tools, project management, DevOps, or security software.
• Experience selling into BFSI, IT services, global capability centres (GCCs), or other regulated sectors.
• Exposure to product-led growth, where free users become paying enterprise customers.
• Experience at an early-stage startup where you helped shape the sales playbook.
• Experience selling globally across time zones, languages, and cultures. WHY PLANE? Every company says it is different. We will try evidence instead. The scope is real. We are a passion team serving companies of every size, including some of the largest in the world. Something you ship this month will run inside a Fortune 500 company and a 50-person startup in the same week, and you will hear from both. The constraints make you better. Plane runs in our cloud, in customers' clouds, and on machines that will never touch the internet. Much of the work happens in the open, where the issues, the fixes, and the roadmap conversations are public. Building software that survives all of that is harder than building an ordinary SaaS product, and it is a better education than most companies can offer. The people-and-agents future is being built here, in production. We think humans and AI agents will share one system of action for work. We are building that system now, for customers who already depend on it, and you will work on that problem directly whatever your role. Your name is on the work. The teams are deeply connected enough that credit and responsibility both find you fast. That is some pressure. Mostly it is the fun part. If that sounds like your kind of place, we would like to meet you. Plane is an equal opportunity employer. We do not discriminate based on race, color, religion, gender identity or expression, sexual orientation, national origin, age, disability, veteran status, or any other protected characteristic under applicable law.

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