🤙🏼 About gaiia

At gaiia, we're building the leading platform for Communications Service Providers (CSPs) that truly care about their customers. Our core product is an operating system (OS) for telcos that manages billing, operations, automation and everything in between.

We're passionate about taking care of our people, and it's not just lip service. We want you to focus on your job while we care for everything else. We offer competitive pay and benefits, flexible vacations, attractive stock options, unparalleled transparency, and a 100% remote environment. We're excited to have you join us for your next career adventure!

🎭 Role

• gaiia builds modern OSS/BSS software for U.S.-based CSPs. We sell into a relationship-driven market with a small, well-defined TAM, where credibility, timing, and trust matter more than volume. Our growth depends on generating high-quality pipeline through the right mix of outbound, partnerships, referrals, and in-person engagement.
• We’re looking for a hands-on account executive professional who both owns pipeline creation with senior buyers and acts as the quarterback internally and externally to manage & close high quality opportunities.

📽 What You'll Do

Pipeline Generation and Management

• Develop and execute strategies to generate sufficient pipeline to meet and exceed a $1.2M+ fully ramped annual quota.
• Identify and qualify leads through various channels, including cold outreach, field events and conferences, networking, and inbound inquiries.
• Maintain a robust pipeline, ensuring consistent follow-up and engagement with prospects.

Sales Process

• Conduct thorough research to understand prospects’ business needs, pain points, and how gaiia can provide value.
• Lead presentations, product demonstrations, and negotiations with multiple stakeholders within prospective organizations.
• Develop and deliver compelling sales proposals and contracts, effectively communicating the value of gaiia’s platform.
• Manage complex sales cycles from initial contact to close, ensuring alignment with the prospects’ buying process.

Customer Relationship Management

• Build and nurture strong relationships with key decision-makers and influencers within target accounts.
• Serve as the main point of contact for prospects, addressing any questions or concerns throughout the sales process.
• Foster long-term relationships to create customer loyalty and referrals.

Industry and Product Knowledge

• Develop a deep understanding of our platform, its features, and its value proposition for CSPs.
• Stay informed about industry trends, competitive landscape, and customer needs within the telecom sector.
• Provide feedback to the product team to help shape the roadmap and address market demands.

Collaboration and Reporting

• Collaborate with the small but mighty GTM team to align on lead generation campaigns and sales enablement materials.
• Work closely with the customer success and technical teams to ensure a seamless transition from sales to implementation.
• Track and report on sales activities, pipeline status, and forecast to the leadership team.

Must-Haves

• Bachelor's degree in a relevant field (e.g., Business, Marketing) or equivalent practical experience.
• 5+ years of experience in B2B sales, preferably within the telecom or SaaS industry.
• Proven track record at the top of the leaderboard, of meeting or exceeding sales quotas, and experience managing complex, multi-stakeholder sales cycles.
• Excellent communication, presentation, and negotiation skills.
• Ability to operate effectively in an early-stage environment with limited support and resources.
• Self-motivated, proactive, and results-driven mindset.

Preference For

• Strong understanding of the telecom industry and history of selling into related personas.
• [Advice] prospect the hiring manager to highlight your sales motion
• Previous early stage AE experience or AEs from similar companies to gaiia who have sold to ISPs in the United States

Travel Expectations

• Peak event seasons (Feb–Apr, Aug–Oct): Travel ~50% of weeks, typically 3-day trips.
• Off-season: ~1 event/month, 2–3 days each.

🔆 Benefits

• Flexible 25-days of vacation.
• Stock Options Plan.
• Group Insurance.
• Telemedicine.
• Flexible working hours & all-remote work.

We are an equal-opportunity employer committed to inclusivity and diversity. Our workplace is fully remote and boasts accessible technologies, ensuring all team members can thrive. Should you require accommodations due to a disability during the application process, please contact us at 581-996-9639 or people@gaiia.com as per the Accessible Canada Act and human rights legislation. We're here to support you every step of the way. #LI-DNI