Account Executive

Balto is a fast-growing leader in the AI Contact Center with a heavy emphasis on delivering amazing customer experiences. As a small, dynamic team, we rely on efficient processes and data-driven decisions to fuel our continued growth.

Our Culture: We’re AI Obsessed

At Balto, we don’t just build AI—we live it. If you’re not…

• Leveraging sales intelligence and AI tools (e.g., Gong) for deal inspection, coaching, and pipeline risk modeling
• Using generative AI to accelerate email drafting, follow-up, and personalized outreach
• Staying current on advances from OpenAI, Google, Anthropic, Meta, and others—and translating them into practical GTM gains
• Reading operator-level content on applied AI, data systems, and revenue efficiency
• then Balto might not be the right place for you.

But if that does sound like you? You’re going to feel right at home.

Why Balto

• Fully remote team — work from anywhere in the US
• Mission-driven culture with smart, supportive, and AI-obsessed teammates
• Career growth — this role is built for someone who wants to shape a function and make an impact fast
• Great benefits: healthcare, 401(k), unlimited PTO, learning stipends, and more

Assessment Process

Our hiring process includes virtual interviews and take-home exercises designed to evaluate your problem-solving ability, strategic thinking, and communication skills.

Remote – US | Full-Time | Mid to Senior Level

Compensation: $105,000–$115,000 base salary plus $140,000 in performance-based variable compensation, with total on-target earnings (OTE) of $245,000–$255,000.

About The Role

We are seeking a highly driven and experienced Mid-Market Account Executive (AE) to join our growing Go-to-Market team. This is a critical revenue-generating role responsible for identifying, developing, and closing new business opportunities within the mid-market segment (companies typically $50M – $500M in revenue). The ideal candidate is a proactive hunter who excels at building relationships, executing complex sales cycles, and positioning Balto’s AI platform as a mission-critical tool for contact centers.

What You’ll Own

Revenue Generation & Execution

• Deliver on quarterly and annual quota metrics
• Manage the full sales cycle from initial qualification and discovery through negotiation and close.
• Proactively prospect and generate new pipeline through targeted outreach, leveraging internal resources, and following up on Marketing-generated leads.
• Develop and present compelling, tailored value propositions to key stakeholders, including C-level executives.

Forecasting

• Maintain a predictable and accurate sales forecast, providing the Sales Leadership team with clear visibility into pipeline health and deal progression.
• Own and manage your territory and account list, developing strategic account plans to maximize coverage and conversion.
• Partner with Solution Engineer to deliver tailored product demonstrations and POC’s
• Ensure accurate and up-to-date documentation of all sales activities in the CRM (Salesforce).

Expertise & Collaboration

• Become a subject matter expert on the AI Contact Center space, the competitive landscape, and Balto’s product capabilities.
• Drive collaboration with Marketing, Product, and Customer Success to ensure seamless customer handoffs and shared success.

Required Experience

What We’re Looking For

• 4+ years of successful, quota-carrying sales experience as an Account Executive, ideally selling Ai SaaS solutions into the mid-market or enterprise segment.
• Proven track record of consistently meeting or exceeding annual sales targets.
• Expert-level proficiency with CRM (preferably Salesforce) and sales execution tools (preferably Gong)
• Strong understanding of the contact center and/or AI landscape is a plus.

Skills and Competencies

• Exceptional closing skills with a consistent ability to navigate and execute complex, multi-threaded deals.
• Highly organized with strong pipeline and territory management skills.
• Excellent communication, presentation, and negotiation skills, with the ability to articulate value to both business and technical audiences.
• A high-energy, resilient, and collaborative team player with a strong hunter mentality.

This is a remote role, open to candidates anywhere in the US, with occasional travel for in-person company all-hands events up to 4 times a year.

Apply Now

Ready to build and scale the revenue engine behind a high-growth AI company? Apply at balto.ai/careers or send us your resume with a short note as to how you’ve driven impact.

The Pay Range For This Role Is

245,000 – 255,000 USD per year(Remote (United States))