Enterprise Account Executive

Join Syndio to sell mission‑driven, category‑defining tech. We help companies get pay right. For almost a decade, we have led in pay equity software and now, with Decisions, we are delivering instant, explainable guidance for offers, promotions, and adjustments right where work happens. Decisions embeds fairness with policy‑aligned recommendations and auditable guardrails, helping customers hire faster, reduce attrition, strengthen compliance, and improve performance.

You'll help the world's largest employers move from fixing pay once a year to getting it right every time by partnering with CHROs, Heads of Total Rewards, Legal, and Talent Acquisition. Because we're creating a category, we need AE comfortable with ambiguity: testing new approaches, learning fast, and folding what works into your talk track. Expect high impact, true enterprise rigor, and a product you can be proud to sell.

• Own the full sales cycle, from generating pipeline to close. You'll partner with our ADRs and Marketing, and when there are gaps, you fill them and advocate for what your territory needs.
• Define and execute territory plans and account plans to ensure you exceed your goals.
• Build and manage a healthy pipeline of complex, multi-stakeholder deals, navigating buying committees and RFPs that can involve 10–15 people.
• Quarterback the demo: run core product demos yourself, and partner with our Solutions Engineering team to tailor deeper demos around the value, business case, and story each buyer needs to hear.
• Participate in the RFP process for prospects, including qualifying leads to ensure a good fit and providing a final review of all responses.
• Operate with the mentality that sales is a team sport, and bring in Syndio SMEs (e.g. lawyer, labor economist, data scientist, testifying expert, CEO) to help you win and exceed your goals.
• Get in front of customers: we're building a stronger in-person motion, with travel about 1–2 times per quarter for onsites, executive meetings, and events.
• Operate as a self-directed owner of your territory in a fully remote, distributed team. You'll build your own structure and cadence rather than wait to be told what to do next.

• You have more than 7+ years experience in sales, and 5 years as a closer
• Consistent overachievement in complex enterprise sales, where complexity means the deal, not just the deal size: multiple departments, long cycles, and many steps to close
• You multi-thread naturally, building relationships with 3–5+ core stakeholders on a deal and selling to executives, with a tailored value story for each
• You've sold somewhere scrappy. When something wasn't built yet, or a client asked a question you couldn't answer, you figured it out instead of waiting for a team to do it for you
• You forecast accurately because you know your deals: you spot what's missing and work with your manager to close the gap
• You can run a confident product demo and tell the story behind it, and you know when to bring in a Solutions Engineer
• You have experience in outbound prospecting and generating leads in your territory
• You are proficient in Salesforce, LinkedIn Sales Navigator, Outreach (or equivalent), and Gong. You use AI tools (e.g. Claude/ChatGPT, Gong AI, Clay) as a normal part of how you research accounts, prep for calls, and personalize outbound, not as a novelty**, and you bring ideas for where technology can help the team**
• You have a highly disciplined approach to selling
• You are savvy, capable of curating a thoughtful approach to pay equity, diversity and inclusion, and workplace fairness for each individual client
• You're comfortable operating in ambiguity, building your own playbook when one doesn't fully exist yet, rather than waiting for one
• You bring a positive attitude, hustle, and persistence to your role
• You are an excellent communicator, able to build relationships quickly with your colleagues, clients, and prospects
• You're consultative, not scripted. You're curious, a great listener who knows where to poke and prod with prospects to inspire them to take action and drive organizational change
• You know how to drive a deal and proactively lead prospects and customers (rather than reacting to their requests)
• You are proficient with spreadsheets, presentation, and project management business applications
• You are committed to our mission of workplace equity and passionate about Syndio products

Extra credit

• Experience selling to compensation and total rewards professionals
• Overall understanding of the HR technology landscape
• Background selling compensation, HR, Business Intelligence/Analytics solutions
• Experience selling an AI-native or AI-augmented product, where the pitch itself has to explain how the AI works, not just what it does
• A track record of in-person, field-based selling: onsites, coffees, and events that build relationships beyond Zoom

Role progression

We're rebuilding onboarding with AI built in across every function, so new AEs ramp faster, with a ramped quota through your first year.

• Within 2 months, you'll know the core of Syndi, understand Essentials and Decisions, the pay equity and compensation space, and the vocabulary our buyers use. You'll be leading discovery calls and core demos, and you'll have a territory plan.
• Within 3–6 months, you'll be building pipeline across your territory through outbound, events, and in-person meetings, and leading sales efforts at large enterprise accounts with SE support.
• Within 6 months, you'll be confident in your role and will provide input into other areas of the business (e.g. marketing & product) based on what you're hearing from prospects. For reference, our most recent AE hire closed their first deal within 6 months and exceeded quota the first year.