Account Executive

Proton is reinventing wholesale distribution, an $8 trillion market that moves nearly every physical product in the economy. The industry still runs on fragmented legacy systems and manual work, and we are replacing that stack with an AI-native industry cloud. Proton brings CRM, product data, quoting, order entry, and AI agents together in one platform so distributors can grow faster and automate the work that slows them down. Our growth continues to accelerate, and we are still early in the opportunity to define the operating system for this massive, essential market.

We are hiring an Account Executive to own complex mid-market and enterprise opportunities from first conversation through close and expansion. This is a technical sale: you will personally run discovery and product demos, work with business and technical buyers, build the business case, and lead the evaluation.

You will report to Benj Cohen, our CEO and acting Head of Sales, and work closely with our BDR, Marketing, Product, Customer, and Forward Deployed Engineering teams. You will inherit real opportunity, but you will also be expected to create pipeline and help improve the way Proton sells.

This role is hybrid, with three days a week in our office in Harvard Square. Regular customer and industry-event travel is part of the role.

• →Own mid-market and enterprise opportunities from prospecting and discovery through business case, technical validation, negotiation, and close.
• →Personally prepare and run product demos that connect Proton's technical capabilities to the customer's business problem.
• →Learn how each prospect makes money and where manual work, fragmented data, or disconnected systems limit growth or increase cost.
• →Build quantified business cases with customers using their operating assumptions.
• →Develop champions and multi-thread across executives, operating leaders, IT/security, and end users.
• →Sell the right first step across Proton's CRM, PIM, Pronto, quote/order automation, and FDE-led work.
• →Partner with Product and FDE teams to scope credible pilots and deployments without overpromising.
• →Work with BDRs, Marketing, industry partners, and your own network to build pipeline.
• →Travel to customer sites and industry events when being in person will move a relationship or deal forward.
• →Maintain accurate qualification, next steps, and forecasts.
• →Turn market feedback into better positioning, process, and product feedback for the team.
• →Build a clear expansion path for every customer you close.

• Comparable results: In recent roles, you have repeatedly closed complex B2B software or software-plus-services deals with initial contract values of approximately $100K or more and sales cycles of roughly three to six months or longer.
• Technical sale ownership: Those sales involved multiple business and technical stakeholders, a meaningful technical evaluation, and a product demo that you personally led.
• Quota ownership: You can explain your attainment, wins, losses, and personal contribution with precision.
• Strong discovery: You find root problems, quantify impact, and create urgency without manufacturing pressure.
• Champion building: You gain access to the economic buyer, technical buyer, and affected operating leaders.
• Technical credibility: You can run a clear demo and discuss data, ERP and CRM context, integrations, security, AI workflows, and internal-build alternatives.
• Build-stage experience: You have succeeded where the product, messaging, and process were still changing.
• AI fluency: You can give specific examples of using AI to improve research, preparation, follow-up, analysis, or strategy on real deals.
• Operating discipline: You prepare deeply, communicate concisely, keep your pipeline clean, and follow through.
• Coachability: You take feedback well, ask for help early, and work effectively with sales and technical teammates.

• Experience selling into wholesale distribution, manufacturing, supply chain, ERP, CRM, data, or operational software.
• Experience selling pilots, professional services, usage-based products, or a land-and-expand platform.
• Experience generating your own pipeline in addition to working inbound and BDR-created opportunities.