Account Executive - Emerging Accounts - Seattle, WA
•Fictiv· 2h
💼 Sales⏰ Full-time⭐ Senior💰 $75k-75k🇺🇸 USA
2h ago
Ashby·about 2 months ago
As Ashby's first dedicated Value Consultant, you'll own how we sell value — full stop. You'll sit within the Solutions Engineering team and be the architect of our value selling motion: building and refining the frameworks, tooling, and impact assessments that help prospects understand exactly what Ashby can mean for their business. While SEs operate within that framework, you'll be the one defining it.
Your work will be split roughly 80/20 between pre-sales and post-sales. On the pre-sales side, you'll partner closely with SEs to support our most strategic opportunities in the Enterprise segment — sometimes working behind the scenes to craft a compelling business case, and sometimes stepping into the room yourself as the face of value consulting for executive-level conversations. On the post-sales side, you'll work with our Customer Success team to ensure we're delivering on the outcomes we promised and helping customers realize the value of their investment in Ashby. Your work will directly influence not just how we win deals, but how we retain and grow customers by making value visible and undeniable.
You'll be brought into deals at the consensus-building stage, where it matters most. That means you'll need to be sharp on discovery, credible with senior stakeholders, and able to translate complex buying dynamics into clear, customer-specific narratives about impact.
This is a rare opportunity to define something from the ground up at a company with exceptional product-market fit. We have the foundation — impact assessment tools, early frameworks, a team of SEs who are eager to lean on you — and we need someone to take it to the next level.
💡 You have 5+ years of dedicated value consulting or value engineering experience in SaaS. You've done this before, and you know what good looks like. You can operate with significant autonomy and don't need a playbook handed to you.
🏗 You're a builder. You'll be the first person in this role, which means you'll be shaping the function as much as filling it. You get energy from creating structure where there isn't any.
🎯 You think in outcomes, not features. When you look at a customer's business, you see the levers that matter — and you can quantify and communicate them in a way that resonates with a CFO and a Head of Talent alike.
🤝 You know how to enable others. You'll be the expert, but your impact scales through SEs and CSMs. You're as comfortable coaching a team as you are running a room yourself.
📣 You're an exceptional communicator. You can read the room, ask precise questions, and simplify complex concepts without losing nuance. Executive conversations energize you rather than intimidate you.
💙 You have genuine empathy for Talent Acquisition teams. You understand the pressures they face, the data they care about, and the outcomes that move the needle for them.
🔁 You're a strong cross-functional partner. You'll need to work seamlessly with SEs, CSMs, and occasionally the product org — translating customer feedback into insights that improve how we sell and what we build.
💻 You've built and iterated in-house, not advised from the outside. You've owned a value motion inside a company, shipped it, watched pieces of it fail, and fixed them, rather than handing a client a recommendation and moving to the next engagement.
🤝 Prior experience as a Solutions Engineer or management consultant — you know what the other side of the table looks like
📊 Familiarity with HR tech or Applicant Tracking Systems — understanding recruiting workflows gives you a head start
🛠 Experience building or improving impact assessment tooling and processes from the ground up
📈 A track record of tying value consulting work to measurable revenue or retention outcomes
💰 Own and evolve our impact assessment process — improve the tools, refine the methodology, and make sure every assessment we deliver is compelling, credible, and customer-specific
🎨 Define Ashby's value selling motion — build the frameworks, templates, and messaging that SEs use when engaging on value across the entire sales funnel
🧑💼 Lead executive-level value conversations on our most strategic deals — bring the business case to life for the people who sign the check
⚙️ Enable the SE and CSM teams — run training, create resources, and act as the internal subject matter expert on value consulting so the whole team gets sharper over time
🔁 Partner with CS on value realization — make sure customers can connect the outcomes they expected to the results they're seeing after they go live; elevating from TA results to overarching business priorities
🔬 Test and refine messaging on larger deals — use strategic opportunities as a proving ground to sharpen how we talk about Ashby's impact
There are a lot of value consulting roles out there. Here's what makes this one different:
The product makes your job easier. When you're building a business case for Ashby, you're not stretching to find value — it's genuinely there. Customers see real, measurable improvements in how they hire. That makes every impact assessment feel honest rather than aspirational.
You'll define something, not just do it. Most value consulting roles put you inside a mature function with established playbooks. Here, you'll be the one writing the playbook. What you build will be felt across every deal we run.
You'll be working with a world-class team. The Ashby team is sharp, collaborative, and invested in getting better. They want a strong value partner — someone who can help them have more impactful conversations and win more strategic deals.
The market is genuinely underserved. Talent Acquisition software has lagged behind the needs of modern hiring teams for years. Ashby is changing that, and every impact assessment you deliver is a chance to show a prospect what's actually possible.
Your work will be foundational to how Ashby grows. As we continue to move upmarket, value selling becomes increasingly central to how we win. What you build here won't just support today's deals — it will shape how the entire go-to-market team operates for years to come.
You'll have broad cross-functional reach. This role touches SEs, CSMs, and the product org. If you're energized by working across functions and seeing your work show up in multiple places, you'll find a lot of satisfaction here.
If you prefer to work purely behind the scenes, this role isn't the right fit. You'll be expected to show up in executive conversations and represent value consulting in a visible, credible way.
If you're looking for a fully built function with established processes and clear lanes, you'll feel uncomfortable here. We have a starting point, not a finished system — and the expectation is that you'll be the one finishing it.
If process creation and change management aren't your strengths, that's a real gap in this role. Getting SEs and CSMs to adopt a new value selling motion requires as much change management as it does framework design.
If you're primarily motivated by deal size over customer complexity, you won't thrive here. We care more about the depth and quality of our customer outcomes than the logo.
If you're looking for a purely pre-sales role, the post-sales component of this job is real and important — it's how we close the loop on the value we promise.
If a fast-moving, ambiguous environment feels like a threat rather than an opportunity, the pace of Ashby will likely frustrate you.
Our interview process is thorough — we want to make sure this role is the right fit for you and that you're the right fit for Ashby. Details on the process for this role will be shared by your recruiter.
You'll get the time to do things the right way; we put a lot of emphasis on high quality work and avoid quick hacks as much as possible.
Sell a product that our customers are truly excited about.
Generous equipment, software, and office furniture budget. Get what you need to be happy and productive!
10-year exercise window for stock options. You shouldn't feel pressure to purchase stock options if you leave Ashby — do it when you feel financially comfortable.
$100/month education budget with more expensive items (like conferences) covered with manager approval.
We're building the next generation of recruiting software and we're starting with a suite of products that helps talent leaders, recruiters, and hiring managers run an efficient and data-driven hiring process.
We are well funded and backed by great investors, including Y Combinator, Elad Gil and Lachy Groom. We have thousands of amazing customers including Snowflake, OpenAI, Shopify, Ramp, Notion, and Zapier (and many others who we cannot name!). Our growth and retention metrics are best-in-class among our peers: we have tens of millions in ARR, growing >100% year over year, very low churn, and many years of runway. We'll share more details once we meet. In short, it's the perfect time to join! 🚀
We're in the talent acquisition software business. We run the end-to-end hiring process through our own platform, and ensure a level playing field for all candidates. Reaching out to hiring managers or recruiters directly won't improve your odds of success. Please focus your energy on the quality of your application.
Ashby provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, genetics, sexual orientation, gender identity, or gender expression. We are committed to a diverse and inclusive workforce and welcome people from all backgrounds, experiences, perspectives, and abilities.
Ashby is committed to a fair and transparent hiring process. We confirm that this advertisement is for an active, existing vacancy within our organization. Please be advised that we may use artificial intelligence-driven tools to assist our recruitment team in screening, assessing, and selecting candidates for this position.