About Balto

Balto is a fast-growing leader in the AI Contact Center with a heavy emphasis on delivering amazing customer experiences. As a small, dynamic team, we rely on efficient processes and data-driven decisions to fuel our continued growth.

Our Culture: We’re AI Obsessed

At Balto, we don’t just build AI—we live it. If you’re not…

• Leveraging sales intelligence and AI tools (e.g., Gong) for deal inspection, coaching, and pipeline risk modeling
• Using generative AI to accelerate email drafting, follow-up, and personalized outreach
• Staying current on advances from OpenAI, Google, Anthropic, Meta, and others—and translating them into practical GTM gains
• Reading operator-level content on applied AI, data systems, and revenue efficiency

...then Balto might not be the right place for you.

But if that does sound like you? You’re going to feel right at home.

Why Balto

• Fully remote team — work from anywhere in the US
• Mission-driven culture with smart, supportive, and AI-obsessed teammates
• Career growth — this role is built for someone who wants to shape a function and make an impact fast
• Great benefits: healthcare, 401(k), unlimited PTO, learning stipends, and more

Assessment Process

Our hiring process includes virtual interviews and take-home exercises designed to evaluate your problem-solving ability, strategic thinking, and communication skills.

Remote - US | Full-Time | Mid to Senior Level

Compensation: $105,000–$115,000 base salary plus $140,000 in performance-based variable compensation, with total on-target earnings (OTE) of $245,000–$255,000.

About the Role

We are seeking a highly driven and experienced Mid-Market Account Executive (AE) to join our growing Go-to-Market team. This is a critical revenue-generating role responsible for identifying, developing, and closing new business opportunities within the mid-market segment (companies typically $50M - $500M in revenue). The ideal candidate is a proactive hunter who excels at building relationships, executing complex sales cycles, and positioning Balto’s AI platform as a mission-critical tool for contact centers.

What You'll Own

Revenue Generation & Execution

• Deliver on quarterly and annual quota metrics
• Manage the full sales cycle from initial qualification and discovery through negotiation and close.
• Proactively prospect and generate new pipeline through targeted outreach, leveraging internal resources, and following up on Marketing-generated leads.
• Develop and present compelling, tailored value propositions to key stakeholders, including C-level executives.

Forecasting

• Maintain a predictable and accurate sales forecast, providing the Sales Leadership team with clear visibility into pipeline health and deal progression.
• Own and manage your territory and account list, developing strategic account plans to maximize coverage and conversion.
• Partner with Solution Engineer to deliver tailored product demonstrations and POC’s
• Ensure accurate and up-to-date documentation of all sales activities in the CRM (Salesforce).

Expertise & Collaboration

• Become a subject matter expert on the AI Contact Center space, the competitive landscape, and Balto’s product capabilities.
• Drive collaboration with Marketing, Product, and Customer Success to ensure seamless customer handoffs and shared success.

What We’re Looking For

Required Experience

• 4+ years of successful, quota-carrying sales experience as an Account Executive, ideally selling Ai SaaS solutions into the mid-market or enterprise segment.
• Proven track record of consistently meeting or exceeding annual sales targets.
• Expert-level proficiency with CRM (preferably Salesforce) and sales execution tools (preferably Gong)
• Strong understanding of the contact center and/or AI landscape is a plus.

Skills and Competencies

• Exceptional closing skills with a consistent ability to navigate and execute complex, multi-threaded deals.
• Highly organized with strong pipeline and territory management skills.
• Excellent communication, presentation, and negotiation skills, with the ability to articulate value to both business and technical audiences.
• A high-energy, resilient, and collaborative team player with a strong hunter mentality.

This is a remote role, open to candidates anywhere in the US, with occasional travel for in-person company all-hands events up to 4 times a year.

Apply Now
Ready to build and scale the revenue engine behind a high-growth AI company? Apply at balto.ai/careers or send us your resume with a short note as to how you’ve driven impact.