Enterprise Account Executive

Bland AI · San Francisco, CA

Base: $150K–$170K
OTE: $300K–$350K
Quota attainment: Not disclosed
Posted: 6mo ago

Why it matters: OTE tells you what you could earn. Attainment tells you how realistic it is.

Ask: “What percentage of fully ramped reps hit quota last year?”

Still open · checked 2h agoon Bland AI's careers page

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What Bland AI sells

Phone agents that answer and solve customer calls

Big companies get so many phone calls that customers often wait a long time to reach help. Bland AI builds voice AI agents that answer those calls, look up account details, and send each caller to the right place. Many calls get solved without a person, so the phone team can focus on harder problems.

In plain English, from their own job posts. Something wrong? Tell us

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The Braun Read

Worth a look

Solid on the basics. Use the first call to fill in the gaps.

Pay: Base and OTE both listed. Roughly a 50/50 base-to-variable split.
Transparency: Shares 1 of 5: quota, attainment, deal size, territory, sales cycle.
Pipeline: Mostly self-sourced. Great if you like outbound, rough if you don't.
Time on market: Open 196 days. Ask why it's been hard to fill.
Company hiring: 7 sales roles open, hiring at a steady pace.

Red flags

None spotted.

Worth asking about

Open 90+ days. This role has been posted for three months or more. Ask why it's been hard to fill, and whether anyone left it.

Green flags

Publishes OTE. It tells you the on-target earnings up front. Most postings don't.

Based only on what the posting says. Flags are a starting point for your first call, not a final judgment.

Questions to ask on the first call

Built from what this posting leaves out. How they answer tells you as much as what they say.

1.
This role has been open a while. What's made it hard to fill?
The answer tells you what candidates saw that made them walk.
2.
What percentage of fully ramped reps hit quota last year?
OTE is what you could earn. This is how likely you are to earn it.
3.
What percentage of reps on the team have been here more than 18 months?
Tenure shows whether people stay long enough to get paid.
4.
Has the comp plan changed in the last 12 to 18 months? What changed?
A plan that changes every year means the goalposts keep moving.
5.
Who sits with reps and reviews calls each week?
Coaching is often what's behind a good or bad attainment number.
6.
Why is this role open? Did someone leave, or is it new?
New headcount is growth. A replacement means someone left. Ask why.

When the offer comes

Save these for later. They land better once they've said yes to you.

1.
Can I see the full comp plan in writing, including clawbacks and accelerators?
What's in writing is what gets paid. Read it before you sign.
2.
Can I see the actual comp distribution for the team last year, not just the OTE?
The spread shows what most reps really take home. OTE is just the target.
3.
I'd be walking away from earned commission to join. Is there room for a sign-on bonus to help cover that?
Leaving money behind is a fair reason to ask. The worst answer is no.

Josh's top five questions for any sales interview →

Going for your first AE role? Get the free interview kit → 24 questions, what good and bad answers sound like, and an offer comparison sheet.

Got an offer from Bland AI? Not sure about it?Ask me. I read every message myself. · JoshAsk Josh

The role

Sell Bland's Voice AI platform to large enterprises through outbound prospecting and multi-threaded, MEDDPICC-qualified deals with multi-month cycles. Lead with business value and ROI for execs and CFOs.

Enterprise · New Logo · Outbound

Selling motion

New Logo

Who you're selling to

Buyer:: Product, engineering, operations, IT and finance teamsIn their words: “Sold to multiple personas across product, engineering, operations, IT, and finance.”
Company size:: Enterprise

Pipeline expectations

Mostly self-sourced. Expect a lot of outbound.

Compensation

$150K–$170K base · $300K–$350K OTE

What is not disclosed

This posting doesn't tell you:

Quota size
Quota attainment
Average deal size
Territory

The questions above cover the big ones.

Full posting

ABOUT THE ROLE Bland is hiring a world-class Enterprise AE to break into high-value accounts and close complex, multi-threaded deals. This role is all about precision - deeply qualifying with MEDDPICC, leading with business value, and driving urgency in organizations with multiple stakeholders and longer sales cycles. If you thrive in technical, value-led enterprise sales - and know how to push a deal from interest to action - we want to talk. WHAT YOU’LL DO - Own complex enterprise deals from start to finish - including outbound, discovery, ROI framing, technical validation, and commercial negotiation. - Qualify your deals using MEDDPICC - map stakeholders and influence, uncover pain, drive urgency, and de-risk your forecast. - Lead with business value messaging - connect Bland’s differentiators to executive-level value drivers with clarity and confidence. - Multi-thread across technical and economic buyers, with strong positioning across product, engineering operations, and AI transformation teams. - Sell Bland’s Voice AI platform as both transforming customer experiences and driving operational efficiencies. - Partner with Bland’s AI Engineers to prove technical fit and design compelling conversational pathways. WHAT YOU KNOW - MEDDPICC inside and out - this is how you qualify, forecast, and win. - Command of the Message or a similar value-based selling framework - you lead with pain, quantifiable impact, and differentiated proof points. - Enterprise SaaS Sales - You’ve sold $50K–$250K+ ACV deals with multi-month cycles and multiple stakeholders. - Voice AI / LLMs / APIs: You’re comfortable selling technical products to technical buyers and know when to go into technical depth. - Customer Business Cases: You know how to craft and deliver a compelling business case, TCO analysis, or ROI narrative to a CFO or COO. WHAT YOU’VE DONE - 4–8 years of full-cycle SaaS closing experience. - Consistent track record of overachievement in enterprise or upper mid-market segments. - Closed new business deals in the $100k to $1M+ ACV range, ideally with technical depth and integrations. - Sold to multiple personas across product, engineering, operations, IT, and finance. - Bonus - Experience in AI, voice tech, contact center, or dev tools with long-term platform potential. HOW YOU SHOW UP - Sales Athlete - you run your deals with rigor, precision, and hunger. - Strategic Communicator - you simplify complex ideas and lead executive conversations with confidence. - Ownership Mindset - you own your number and never wait for someone else to unblock you. - Process-Driven - you use MEDDPICC and value selling frameworks like Command of the Message, Challenger, SPIN because they help you win, not because they’re required. - Coachability & Curiosity — you’re hungry to improve and humble enough to learn. Benefits and Pay: - Healthcare, dental, vision, all the good stuff. - Base pay of $120,000-$180,000 - OTE $300,000 to $350,000 - Every tool you need to succeed - Equity - Uncapped commission If you don't have the perfect experience that is fine! We're a bunch of drop-outs and hackers Working at a start-up is really hard. We work a lot and we figure things out on the fly.

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