Account Executive

About the role

The Rally Sales team is a highly collaborative, user-obsessed group focused on making research smoother for both our customers and their participants. We work closely with UX Researchers, Research Ops leaders, designers, and product managers at some of the world's most user-centric companies. We use Rally to build Rally - talking to our own users frequently, running studies on our platform, and feeding insights straight into the roadmap. We favor small, empowered teams, high ownership, and a tight feedback loop between customers, product, and engineering. Rally is in the middle of a massive shift in how companies run user research: from ad-hoc, one-off projects to continuous learning that informs every product decision. In this role, you'll help define what that future looks like - for Rally as a product and for the teams who rely on us to run research at scale. You'll join at a stage where we have a strong product-market fit, a fast-growing customer base, and plenty of hard, interesting problems left to solve. As one of the core members of the Sales team, you'll build the foundation of Rally's revenue engine-owning strategic mid-market and enterprise deals and shaping the playbooks, processes, and tooling that future AEs will rely on. You'll sell a platform that Product, Design, and Research teams need and love, with customers often calling Rally the "light at the end of the tunnel" for research operations.

Responsibilities

• Build and own meaningful relationships with Research and Research Ops leaders at mid-market and enterprise companies, becoming a trusted partner in how they scale user research.
• Develop targeted, warm outbound strategies to identify, engage, and create opportunities across priority target accounts.
• Own the full sales cycle from lead to close for mid-market and enterprise companies, including discovery, tailored demos, proofs of concept, negotiation, and closing.
• Become a Rally and Research Ops expert, leveraging your knowledge of the product and space to advise prospects and design high-impact solutions.
• Improve our sales process and playbooks based on your experience in the field, helping us continuously refine how we sell Rally.
• Be the voice of the prospect internally: collaborate with Product to inform roadmap decisions, with Marketing to shape positioning and messaging, and with Customer Success to ensure a smooth handoff and consistent customer journey.

Requirements

• 4+ years of experience in a new-business, quota-carrying role at a B2B SaaS company.
• Proven ability to own and exceed ~$1M+ in annual quota while closing complex deals of ~$100K+ in contract value.
• Enterprise software selling experience-selling through internal champions, aligning to executive-level initiatives, and multi-threading across functions and levels to drive alignment and overcome blockers.
• Exceptional written and verbal communication skills and attention to detail across all formats (docs, emails, Slack messages, presentations) and audiences (from ICs to executives).
• Excitement to build the foundations of Sales at an early-stage, rapidly growing startup, including refining processes, tooling, and sales motions over time.
• Innate curiosity, strong work ethic, a bias towards impact, and a builder mindset.
• Experience building or contributing to sales playbooks, processes, or enablement programs from scratch.
• Experience selling to Research, Design, and Product teams, and executives in that space (e.g., Heads/VPs of Research, Design, or Product).
• Passion for Rally's mission and the user research space; you get energy from helping teams get closer to their users and make better product decisions.
• If you're excited about Rally and this role but don't meet every requirement, we'd still encourage

Benefits

Additional Information

Role at a glance What: As an Account Executive, you'll help our customers run better user research and bring the voice of the user into every product decision. Impact: Your work will directly shape how modern product, design, and research teams connect with their users and scale high-quality research. Team: You'll join our Sales team and partner closely with Product, Design, Research, and Go-To-Market partners. Work style: Remote-first within the United States, with regular async collaboration and optional in-person team onsites. About Rally UXR Rally is the User Research CRM that helps product, design, and research teams talk to their users quickly, safely, and at scale. Our platform automates the unglamorous parts of research-participant recruitment, outreach, screening, scheduling, consent, and incentives-so teams can spend more time learning from customers and less time wrestling with manual workflows. We're now building Rally's next chapter: an AI-native platform that handles the full research lifecycle, end to end. Trusted by teams at Google, Adobe, Figma, GitLab, Webflow, and others. Backed by Y Combinator, Stage 2 Capital, and Canapi Ventures.

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