Account Executive

Tern

. Own a named book of target travel agencies, typically with 10 to 100+ advisors .

Posted 9/19/2026full-timeRemote • United StatesMid-LevelSenior💰 $150,000 - $200,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in full-cycle B2B SaaS sales, with a strong focus on operational software and the ability to effectively communicate complex accounting concepts. Proven track record in managing multithreaded deals and maintaining accurate sales forecasts while leveraging CRM tools.

Highest-signal resume keywords

Full-Cycle B2B SaaS SalesOperational Software SalesAccrual Accounting KnowledgePipeline ManagementTravel Industry Experience

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Quota AttainmentDiscovery SkillsSales ForecastingDeal CoordinationImplementation Planning

Soft Skills

JudgmentCoaching Feedback Implementation

Tools & Technologies

HubSpotAI Tools for Research

Certifications & Qualifications

Tern Platform Certification

Industry Keywords

Travel AgenciesVertical SaaSERPAccounting SoftwareCommissions Tooling

Tech Stack

Tools & technologies

ERP

About the role

Key responsibilities & impact

Own a named book of target travel agencies, typically with 10 to 100+ advisors
Research target accounts and document an entry path before outreach
Run full-cycle, quota-carrying sales from sourcing through close
Conduct discovery and demo the full Tern platform, including accounting, commissions, reconciliation, and supplier statements
Map stakeholders, engage economic buyers and operational users, and build internal coalitions
Quarterback deals by coordinating product, implementation, subject-matter experts, and leadership
Sell full-seat commitments with staged billing where appropriate
Create urgency based on genuine customer timelines and implementation capacity
Submit weekly forecasts on time and maintain complete HubSpot records
Maintain pipeline coverage against target
Hand off complete HubSpot records and scoped implementation plans to implementation
Feed closed-lost reasons, objections, and product gaps back to marketing and R&D
Complete Tern platform certification, including accounting, within the first 60 days

Requirements

What you’ll need

3+ years closing in full-cycle B2B SaaS, ideally at least mid-market
Consistent quarter-over-quarter quota attainment
Experience selling operational software such as systems of record, vertical SaaS, ERP, accounting, or commissions tooling
Ability to learn accrual accounting for an agency and explain it in plain language
Track record of multithreaded deals involving owners, operators, and end users
Discovery skills including quantifying business problems and costs
Pipeline rigor and accurate forecasting
Judgment in a small, tightly networked market
Ability to implement coaching feedback
Highly preferred: travel industry experience, especially with host agencies or consortia
Highly preferred: vertical SaaS with an accounting or commissions component
Highly preferred: account-based selling in a defined market
Highly preferred: experience running mutual action plans or deal rooms
Highly preferred: fluency with AI tools for research and call preparation
Must be located in the United States

Benefits

Comp & perks

Equity
Commission, including accelerators above quota
GMV-based bonuses once quota is met
Competitive salary and benefits package
Supportive, curious, and creative team
Mission-driven work transforming the travel planning space