Player-Coach Account Executive (United States)

Procure. Desk is a growing SaaS company helping finance and procurement teams automate purchasing workflows, gain real-time visibility into spend, and improve budget control. Our platform helps mid-market organizations streamline procurement, reduce manual work, and improve financial discipline without creating friction for employees.

We are in a scaling stage, building toward an aggressive multi-year growth target. That means we are not looking for a generic account executive. We are looking for a high-output seller who can both close business personally and raise the performance standard of the team around them.

Role Summary

We are hiring a Player-Coach Account Executive to own net-new revenue while strengthening the sales process, improving conversion quality, and elevating execution across the team. This is a hands-on closing role first. The right person will also act as a force multiplier by improving discovery, demos, objection handling, deal strategy, CRM discipline, and overall sales rigor.

This is not a pure management role, and it is not a “wait for leads and run a script” role. We want someone who thrives in a scaling environment, can operate with ownership, and has the credibility to make the rest of the sales team better. Primary Outcome Close meaningful net-new revenue while materially improving the effectiveness and consistency of the sales team.

What You’ll Do ● Own the full sales cycle from discovery through close ● Carry and exceed an individual's new business quota ● Run strong consultative discovery with finance, procurement, and operations stakeholders ● Deliver tailored demos tied to each prospect’s pains, workflows, and business case ● Advance deals with urgency, structure, and clear next steps ● Improve sales execution by contributing to: ● discovery quality ● objection handling ● demo narrative ● follow-up discipline ● deal progression standards ● Partner closely with leadership on: ● messaging refinement ● ICP feedback ● win/loss insights ● sales asset development ● Maintain excellent CRM hygiene, forecasting accuracy, and pipeline discipline ● Contribute to a culture of accountability, ownership, and measurable improvement What Success Looks Like In the First 30 Days ● Complete onboarding on product, ICP, competitors, and current sales motion ● Learn the buying process and key use cases for finance/procurement teams ● Shadow calls and begin independently running discovery and demo conversations ● Assess current sales process gaps and identify top improvement opportunities ● Begin owning active opportunities and contributing to pipeline progression In the First 60 Days ● Independently manage a pipeline and run full-cycle sales conversations ● Demonstrate strong discovery, tailored demo execution, and disciplined follow-up ● Contribute at least one meaningful improvement to sales process or enablement ● Show evidence of helping improve team selling standards, not just personal output ● Generate closed-won revenue and maintain forecast credibility In the First 90 Days ● Hit agreed ramp expectations ● Consistently run strong full-cycle sales execution without founder rescue ● Demonstrate measurable impact on one or more sales effectiveness metrics ● Be recognized internally as both a producer and a standard-raiser Key Responsibilities ● Prospect engagement and deal advancement across the full sales cycle ● Discovery, demo, proposal, negotiation, and close ● Pipeline management and forecast accuracy ● CRM hygiene and stage discipline ● Objection handling and value-based selling ● Sales process improvement and team contribution ● Collaboration with leadership on messaging, process, and market feedback ● Coaching by example through strong calls, strong preparation, and strong deal ownership Key Metrics This role will be measured on a combination of individual revenue performance and team impact.

Revenue Metrics ● Closed-won revenue ● Quota attainment ● Average contract value ● Sales cycle length Conversion Metrics ● Discovery-to-demo conversion ● Demo-to-opportunity conversion ● Opportunity-to-close conversion ● Pipeline stage progression ● Follow-up speed and consistency Team Impact Metrics ● CRM hygiene and forecasting accuracy ● Adoption of improved sales practices ● Quality of call execution ● Improvement in objection handling and deal progression rigor ● Better SDR-to-AE handoff quality Requirements ● Proven success in B2B SaaS sales with full-cycle closing responsibility ● Track record of meeting or exceeding quota ● Strong consultative discovery and deal qualification skills ● Ability to run tailored demos that connect product capabilities to business outcomes ● Experience working in a scaling or lower-infrastructure sales environment ● Strong personal accountability and ownership mindset ● High comfort operating directly with founders or senior leadership ● Strong CRM and pipeline management discipline Strongly Preferred ● Experience as an early or growth-stage AE in a SaaS company ● Experience improving a sales process, not just following one ● Experience mentoring, coaching, or raising the standard of peers ● Experience selling into finance, procurement, accounting, or operational buyers ● Experience in mid-market sales cycles Who Will Thrive in This Role ● A high-output seller who likes building as much as closing ● Someone who sees broken process and fixes it ● Someone who leads through example, not title ● Someone who wants real ownership and visible impact ● Someone comfortable in a company that is still sharpening its sales engine Who Is Not a Fit ● A rep who needs a highly mature brand, process, and enablement machine ● Someone who wants to manage people more than sell ● Someone who confuses activity with outcomes ● Someone who closes personally but does not improve the team around them ● Someone who needs the founder to step in and rescue deals Benefits Compensation ● Competitive base salary ● On-target earnings tied to quota achievement ● Performance upside for high performers ● Additional details to be discussed based on experience and fit Why Join Procure.

Desk ● Opportunity to make an outsized impact at a scaling SaaS company ● High visibility with leadership ● Real ownership over revenue outcomes and sales process improvement ● Ability to shape how the sales function evolves ● Mission-driven environment focused on solving meaningful operational and financial pain points