Account Executive for Engineering Sales

Scale Army

Your job is to make technical leaders feel safe, confident, and excited about building teams with us and then get them to sign.

You report to the Sales Manager and work closely with the CEO and senior sales leadership.

You are evaluated on revenue generated, not activity completed.

This Is Not a Typical Sales Role

• You will:
• Think
• Ask smart questions
• Advise
• Challenge assumptions
• Close deals

This is consultative selling, not order-taking.

Who You Talk To All Day

Your buyers are typically:

• CTOs
• Heads of Engineering
• Technical founders
• CEOs of SaaS and tech-enabled companies

They come to us because:

• Hiring engineers is slow and expensive
• Their roadmap is blocked
• Their team is overloaded
• They need to scale quickly

They know the pain.

They don t always know the best solution.

You help them figure that out.

What You Own

You own the journey from:

First call Signed engagement letter

You are responsible for:

• Running discovery calls
• Guiding hiring strategy conversations
• Handling objections and concerns
• Creating urgency and momentum
• Closing deals

You do not support revenue.

You create revenue.

Core Responsibilities Run High-Quality Discovery Calls

• Lead conversations with technical buyers
• Ask smart questions about:
• Engineering roadmap
• Current team structure
• Hiring challenges
• Delivery bottlenecks
• Diagnose what they actually need (often different from what they think)

A client may ask for a senior developer.

You may help them realize they actually need:

• Two mid-level engineers
• A QA engineer first
• DevOps before backend
• Or a technical project manager

You are expected to win those debates.

Technical Hiring Strategy Conversations

You will regularly discuss roles such as:

• Backend / Frontend / Full-Stack Engineers
• QA Engineers
• DevOps / Cloud Engineers
• Data Engineers
• Technical Project Managers

You don t need to code.

But you must understand:

• How engineering teams are structured
• When companies need specific roles
• How technical hiring impacts delivery speed

We will quiz you on this.

Close Deals

• Guide prospects toward signing engagement letters
• Handle objections confidently and calmly
• Create urgency without being pushy
• Maintain momentum from call to close

Your calendar turns into revenue.

What Success Looks Like

First 60 90 Days

• Running calls confidently
• Demonstrating strong technical hiring knowledge
• Closing your first deals
• Building pipeline momentum

6 12 Months

• Consistent deal flow
• Strong close rate
• Reliable revenue contribution
• Trusted voice on improving the sales process