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Managed Services | Advocacy-Led Growth

Senior Account Executive

Remote, U.S.; Mountain West preferredFull-time$170,000–$220,000 OTEQuota-carrying senior IC · Reports to Founder · Market: high-growth B2B SaaS

You will own net-new revenue for Kindling's managed service, selling primarily to high-growth B2B SaaS companies in the United States. You will run the full cycle from targeted outreach and discovery through solution design, proposal, negotiation, and close, then hand delivery a precise account brief and a well-set client.

About Kindling

Kindling is building the operating infrastructure for Advocacy-Led Growth: a B2B go-to-market motion in which verified customers share real product experiences publicly, in their own voice. Our platform helps companies recruit advocates, support authentic content, manage review and compliance, track performance, and automate payouts. Our managed service gives clients the experienced operator they need to build and run the program well from day one.

Our belief is our customer's customer is their best sales team. We created the operating system to turn that into a winning formula.

The opportunity

This is not an inbound order-taking or conventional seat-license role. You will teach a new category, diagnose each prospect's customer-advocacy opportunity, and build a credible commercial case for change. It requires a consultant's curiosity, an account executive's discipline, and the resilience to create pipeline in an early-stage company.

What you will own

Territory strategy and pipeline creation

  • Build and refine a focused U.S. territory plan around high-growth B2B SaaS companies with the customer base, urgency, and budget to support an Advocacy-Led Growth program.
  • Create qualified pipeline through targeted outbound prospecting, founder and investor networks, referrals, ecosystem relationships, events, and coordinated marketing.
  • Research each target account deeply enough to form a point of view about its growth motion, customer proof, paid-media economics, and advocacy opportunity.
  • Develop relationships across the buying committee, including CMOs and leaders in demand generation, customer marketing, customer success, content, and revenue operations.

Consultative discovery and category selling

  • Lead discovery that surfaces the prospect's priorities, current approach, stakeholders, budget, decision process, risks, and cost of leaving customer advocacy fragmented.
  • Explain Advocacy-Led Growth and Kindling's managed service in practical buyer language without overstating attribution, volume, or outcomes.
  • Build a business case connecting trusted customer content to awareness, paid-media efficiency, sales air cover, pipeline influence, and durable capability.
  • Lead tailored presentations, demonstrations, and solution workshops, bringing in the founder or delivery team when their expertise improves the opportunity.
  • Qualify rigorously and disqualify respectfully when sponsorship, budget, readiness, customer health, or alignment with Kindling's organic principle is missing.

Full-cycle deal execution

  • Own each opportunity from qualification through mutual action plan, solution design, proposal, negotiation, contracting, and close.
  • Build proposals and statements of work that clearly define outcomes, phases, responsibilities, deliverables, assumptions, pricing, governance, and transition.
  • Navigate procurement, legal, security, finance, and executive approval while maintaining momentum and surfacing risk early.
  • Protect delivery quality and margin by setting honest expectations and ensuring the sold program matches what Kindling can execute.

Commercial discipline and forecasting

  • Maintain accurate CRM records, next steps, close plans, stakeholder maps, qualification evidence, stage criteria, and forecast dates.
  • Produce a candid weekly forecast that separates buyer-confirmed progress from seller optimism and makes risk visible early.
  • Own the activity, pipeline, conversion, bookings, and revenue expectations defined in the final sales plan.
  • Track win rate, cycle length, deal size, loss reasons, source performance, and message resonance; turn the signals into improvements.
  • Coordinate with marketing, product, and delivery on campaigns, proof points, sales assets, packaging, and competitive positioning.

Handoff, learning, and growth

  • Run a disciplined closed-won handoff covering stakeholders, outcomes, commitments, risks, commercial terms, and decision history.
  • Remain engaged through kickoff when continuity strengthens client confidence, while keeping post-sale accountability clear.
  • Partner with delivery to identify well-qualified renewal and expansion opportunities without disrupting the client relationship.
  • Turn wins, losses, objections, and buyer language into playbooks that improve the sales motion and reduce founder dependence.
  • Improve Kindling's ideal customer profile, qualification, messaging, packaging, pricing, and roadmap based on market patterns.

What success looks like

In your first 90 days

  • You can explain Kindling's Advocacy Operating System, managed service, and organic principle in your own words and handle difficult buyer questions without hype.
  • You have built a focused territory plan, target-account list, outreach approach, and cadence that are producing credible conversations and pipeline.
  • You independently run discovery, presentations, follow-up, CRM management, and early proposals with clear next steps.

By six months

  • You are creating and converting qualified pipeline in line with the ramp plan, with early wins that fit Kindling's delivery model.
  • Your forecasts are evidence-based, opportunities are properly multi-threaded, and material deal risk is visible early.
  • New clients arrive with accurate expectations, complete context, and confidence in the transition to managed-service delivery.
  • Kindling has stronger messaging, qualification, objection handling, and a more repeatable path from target account to signed engagement.

What you bring

  • Seven or more years of full-cycle B2B sales experience, including selling high-consideration SaaS, consulting, agency, professional-services, or managed-service engagements.
  • A sustained record of meeting or exceeding new-business quota, with command of your results, territory, deal size, sales cycle, sources, and contribution.
  • Evidence that you can create pipeline without depending entirely on inbound leads, SDR support, a mature brand, or an established category.
  • Strong consultative discovery, executive communication, business-case development, proposal, negotiation, and closing skills.
  • Fluency in high-growth B2B SaaS and how demand generation, customer marketing, customer success, content, paid social, and revenue operations work together.
  • Excellent communication, disciplined CRM habits, sound commercial judgment, and the composure to challenge a buyer constructively.
  • Comfort as a senior individual contributor in a small, distributed company, collaborating closely with the founder and operating reliably on Mountain Time.

Especially relevant experience

Candidates with experience in these areas are strongly encouraged to apply:

  • Selling B2B social, content, demand-generation, customer-marketing, customer-advocacy, advertising, agency, consulting, or recurring marketing services.
  • Building an early-stage or founder-led sales motion for a new SaaS or services category, including messaging, qualification, pricing feedback, and pipeline.
  • Selling software-plus-services or managed services to CMO, VP Marketing, demand-generation, customer-marketing, customer-success, or revenue leaders.

Benefits

We offer a competitive compensation package including:

  • Medical, Dental, Vision benefits
  • 401K
  • Flexible PTO
  • 12 Paid Holidays
  • Remote work

Compensation

The anticipated U.S. base salary is USD $90,000–$120,000, with anticipated on-target earnings of USD $170,000–$220,000 through uncapped commission. Final compensation depends on experience, location, territory, and quota. Performance is evaluated on qualified pipeline, new revenue, forecast accuracy, sales discipline, clean handoffs, and a repeatable motion. The commission plan will define ramp, quota, accelerators, payment timing, renewals, and expansion.

How hiring works here

  1. Apply below. A real person reads every application — there is no resume-scanning software on the other side of this form.
  2. A 30-minute conversation with the founder about the role, the company, and whether this is mutually a fit.
  3. A working session on a real problem from the job. You'll see exactly what the work is; we'll see how you think.
  4. References, then an offer. The whole process runs in weeks, not months, and you'll never wonder where you stand.

Apply

Tell us why you.

Send your resume or LinkedIn profile and a short note describing: (1) a complex deal you closed, (2) how you built pipeline without mature inbound support, and (3) how you sold a new category or service. Where possible, include quota attainment, typical deal size, and sales-cycle length.

This U.S.-remote role prefers candidates in the Mountain West. A hiring decision is anticipated by October 15th, 2026.

Curious what we believe first? Read the manifesto or see how the managed service works.

Kindling is proud to be an Equal Opportunity Employer. All qualified candidates will be considered without regard to race, color, religion, national origin, age, disability, sex, marital or familial status, status as a protected veteran, or any other characteristic protected by law.