Sr. Account Executive

About Xano:
Xano is the leading backend infrastructure platform for building APIs, logic, and workflows that power modern apps, services, and AI agents—visually and without code. Built for the agentic era, Xano provides everything you need to launch and scale AI-driven systems: dynamic APIs, contextual business logic, scalable storage, and secure, production-grade deployment—without DevOps overhead or stitching together fragmented tools. Trusted by over 100,000 users in 90+ countries.
 

Why we’re hiring:

More and more teams are building intelligent, AI-driven systems—and they need a backend built for the agentic era. Since launching in 2021, Xano has become the leading complete backend platform for building APIs, logic, workflows, and AI agents—trusted by over 100,000 users in 90+ countries.

Our growth has been fueled entirely by product-led adoption and word of mouth. Now, as we expand into mid-market and enterprise, we’re adding a seasoned Account Executive to our growing sales team. Reporting to our VP of Sales, you’ll help shape and execute the strategy to win and grow high-value accounts in these segments.

Who we’re looking for:

A high-performing Account Executive who can own the full sales cycle—from building relationships with inbound and targeted outbound prospects to closing high-value mid-market and enterprise deals. You excel at running a consultative, value-driven process, while working within and helping to refine a proven sales framework. You’re motivated by hitting (and exceeding) quota, thrive in a team environment, and bring curiosity, discipline, and strategic thinking to every opportunity.

What you’ll be doing:

• Drive new revenue in target segments: Manage a pipeline of qualified opportunities from first touch to close; execute a consultative sales process that uncovers business needs and aligns them to Xano’s value.
• Partner with Sales leadership to refine our go-to-market strategy: Collaborate with the VP of Sales and marketing to optimize outreach, messaging, and targeting for mid-market and enterprise accounts; provide feedback from the field to improve campaigns, enablement, and sales plays.
• Leverage and expand ICP and segmentation work: Apply existing ICP definitions to prioritize efforts and identify new sub-segments worth pursuing; surface patterns in wins/losses to evolve targeting and qualification criteria.
• Collaborate cross-functionally to win strategic deals: Partner with Sales Engineers, Marketing, and Product to create tailored proposals, demos, and ROI cases; share learnings to improve objection handling, competitive positioning, and sales enablement materials.
• Forecast accurately and hit performance metrics: Maintain precise CRM hygiene in HubSpot to enable accurate forecasting; consistently meet or exceed KPIs for activity, pipeline generation, and closed revenue.
• Champion the customer voice internally: Share insights on buyer needs, competitive intelligence, and market trends with leadership and product teams; influence product roadmap and positioning to better serve high-value accounts.

Your Competencies:

• Proven ability to sell to engineering and product teams at Startups, mid-market and/or enterprise customers.
• Consultative selling expertise: Skilled at running a structured, value-based sales process that aligns customer needs with product capabilities.
• Customer-first mindset: Ability to understand customer problems, challenge buyers' perspectives to drive sales by offering unique insights, and focus on driving outcomes that matter to them
• Technical curiosity: Comfortable learning software development concepts and understanding a technical product in the backend/AI space.
• Skilled at accelerating customer growth through close collaboration with Customer Success, Support, and Product teams, ensuring continuous value delivery and long-term retention.
• Collaborative and team-oriented: Works effectively with peers, sales leadership, and cross-functional teams to close deals and improve process.
• High standards and continuous improvement: Seeks excellence in both personal performance and team results.
• Adaptable in a fast-paced environment: Adjusts quickly to shifting priorities, market changes, and evolving company goals.
• (PLUS) Knowledge of the No-Code / AI landscape: Understanding of backend infrastructure, API development, or AI-driven systems is a plus.

Why work at Xano:

This is an exciting opportunity to work at a fast-growing, mission and community-driven startup.

• Opportunity for impact: we have an open, direct team culture: leadership discusses initiatives, issues, and plans openly, and enjoys being challenged on their thinking.
• We move fast: we are product-led and are focused on execution in the day-to-day. This means no endless meetings on strategy and execution. If we disagree about a feature direction, we'll default to trying it out in a quick, low-risk way.
• Ownership: we measure success based on customer happiness. If you pitch something you think would dramatically improve our users' lives and the team agrees, the response will almost always be “let’s do it!”