Rocketlane — Account Executive, Mid-Enterprise

Type: Full-time | Hybrid (3 days) | New York City, NY · San Francisco, CA · Lehi, UT Compensation: $100,000–$150,000 base + competitive equity (~$30–40K ESOP grant). OTE ~$200–250K uncapped (per outreach template). Hiring count: 3 Visa sponsorship: None available Reports to: Sales leader (name not provided in source)

Rocketlane is an AI-first platform for customer onboarding, professional services, and post-sales delivery, helping SaaS and services organizations accelerate time-to-value and manage complex customer rollouts. It unifies project management, resource tracking, and financial operations (billing, time tracking) into one system. Named customers include Clari, Zenoti, and Icertis.

Founded: 2020 | Team size: 201–500 (over 200) | Stage: Series C — recently raised $60M from Insight Partners Industry: B2B AI & SaaS Website: rocketlane.com Offices: San Francisco · New York City · Lehi, UT

The company is scaling fast: new business grew 3x last year, revenue is north of $20M, and it serves roughly 800 customers. Insight Partners' portfolio alone represents ~300 potential customers, giving the sales team a strong top-down referral pipeline. Average contract value is up 35–40% YoY, from $35–40K deals three years ago to an $85K average today as the company moves upmarket. RepVue named Rocketlane one of the best employers in Utah, and Business Insider recently listed it among the top 30 startups on track to become a unicorn.

• Real, achievable OTE: Uncapped commission with strong overachievement kickers on AI attainment. Last year 8 of 11 reps beat quota; 5 hit President's Club above 120%, two at 150% and 170%.
• Investor-driven pipeline: Top-down intros from Insight Partners plus a lean team that deliberately keeps headcount low, so reps get more accounts and more room to overachieve.
• Ground-floor AI motion: Sell Nitro, Rocketlane's agentic AI offering, on a complex consultative motion into the 1,000–10,000 employee segment as the company moves upmarket.
• Structured ramp + equity: Six-month ramp (Q1 guaranteed OTE, Q2 at 60%, Q3–Q4 full target), $30–40K ESOP grant that grows on subsequent rounds, and balanced graded territories East and West.

No intake transcript in source (an intake video is present). Key operational detail below is drawn from the role description.

• Full-cycle Mid-Enterprise motion selling into the 1,000–10,000 employee segment across SaaS and services companies — Salesforce, Zendesk, and ServiceNow implementation shops, digital marketing firms, consultancies, and IT services businesses.
• Deal sizes: average $100K–$125K, larger deals reaching $500K–$780K. Complex, consultative, multi-threaded motion.
• Average time to close: ~122 days — fast for six-figure deals.
• Quota: $300K–$325K per quarter, split ~60% core platform / 40% Nitro (AI).
• Nitro combines generative AI (reporting, governance) with agentic AI that performs work like data migration and configuration.
• Team runs lean by design; territories are graded and balanced East/West so no rep is boxed into a weak book.
• HM's live target skews to mid-market reps (~4–5 years) ready to move upmarket, up through experienced enterprise sellers. (Posted JD says 6–14 years; structured Job Details says 3–5.)

Full-cycle Mid-Enterprise Account Executive owning complex, consultative, multi-threaded deals from $100K to $500K+ into the 1,000–10,000 employee segment, selling both the core platform and the Nitro AI offering.

• →Full-cycle execution on complex deals from $100K to $500K+, using a value-based, consultative, multi-threaded motion
• →Pipeline generation in partnership with SDRs and marketing, while self-sourcing 20–30% of your own pipeline into target accounts
• →Strategic logo acquisition — securing foundational partnerships with large SaaS and services organizations
• →Deep product mastery of Rocketlane and Nitro AI features, including Product Admin certification via Rocketlane Academy, to lead technical discovery
• →Stakeholder management across Post-Sales, Customer Success, and Services leadership
• →Feeding market and product feedback to leadership as new sub-verticals and use cases emerge

Tech stack: N/A (sales role). Product surface: Rocketlane platform + Nitro (generative + agentic AI).

• Full-cycle six-figure closer, 6+ month cycles
• Implementation / services domain a major plus
• AI and agentic fluency required
• High agency, early-stage or high-growth background
• Hybrid 3 days, SF / NY / Lehi UT
• Experience: ~4–5 years mid-market SaaS AE moving upmarket, up through experienced enterprise (structured Job Details: 3–5 years; posted JD: 6–14; HM live target ~4–5+). Experience exception applies — out-of-band penalizes but does not rule out.

• Prior experience in the implementation and services space, either selling it or selling into it
• Sold or ran POCs for AI-based solutions, and can run that motion independently
• High agency with clear evidence of end-to-end ownership, including founding-AE or zero-to-one builders who thrived before product-market fit slowed
• Stayed 2+ years at a company and earned promotions during a period of rapid scale
• Strong quota attainment history, ideally President's Club or consistent overachievement
• Coming from a direct competitor such as Certinia, Contata, or Planview

• Inflated OTE claims that do not reflect actual attainment (candidates listing $350K while realistically taking home $250–270K)
• Big Tech or large-order backgrounds (Oracle, Salesforce, SAP, ServiceNow at scale) without genuine startup or high-growth success, where the deal size and environment do not translate
• Reliance on inbound leads rather than self-sourcing and builder behavior
• A pattern of short stints without a credible reason. Mid-market and smaller-company moves often have valid explanations such as culture or PMF, so evaluate case by case rather than screening out automatically
• A signed non-compete that would block the move, a recurring problem with candidates from certain competitor markets [see internal note — not included in source page]

• Salary (base) — $100,000–$150,000
• OTE — ~$200,000–$250,000 uncapped (per outreach template)
• Equity — Competitive — ~$30–40K ESOP grant, grows on subsequent rounds
• On-site policy — Hybrid, 3 days/week
• Visa sponsorship — None available
• Employment type — Full-time
• Location — New York City, NY · San Francisco, CA · Lehi, UT
• Quota — $300K–$325K/quarter (~60% core / 40% Nitro AI)

None provided in source page.

Stage 1 — Pending Approval — Candidates awaiting initial approval. Stage 2 — First Round — First round with the hiring manager (sales leader). Stage 3 — Second Round — Second round with a mid-market manager (John Campbell), as a second set of eyes. Stage 4 — Project Round — 2–2.5 hours of prep, followed by a 45-minute account exercise and 15 minutes of Q&A. Stage 5 — Offer Extended — Offer has been extended. Stage 6 — Candidate Hired — Candidate accepts and starts.

Updated 2026-07-31 Direct competitors (named in Green Flags) — Certinia, Contata, Planview No dedicated Ideal Companies section was present in the source page.