About the role
About the Role
Bland is hiring a world-class Enterprise AE to break into high-value accounts and close complex, multi-threaded deals. This role is all about precision - deeply qualifying with MEDDPICC, leading with business value, and driving urgency in organizations with multiple stakeholders and longer sales cycles.
If you thrive in technical, value-led enterprise sales - and know how to push a deal from interest to action - we want to talk.
What You’ll Do
- Own complex enterprise deals from start to finish - including outbound, discovery, ROI framing, technical validation, and commercial negotiation.
- Qualify your deals using MEDDPICC - map stakeholders and influence, uncover pain, drive urgency, and de-risk your forecast.
- Lead with business value messaging - connect Bland’s differentiators to executive-level value drivers with clarity and confidence.
- Multi-thread across technical and economic buyers, with strong positioning across product, engineering operations, and AI transformation teams.
- Sell Bland’s Voice AI platform as both transforming customer experiences and driving operational efficiencies.
- Partner with Bland’s AI Engineers to prove technical fit and design compelling conversational pathways.
What You Know
- MEDDPICC inside and out - this is how you qualify, forecast, and win.
- Command of the Message or a similar value-based selling framework - you lead with pain, quantifiable impact, and differentiated proof points.
- Enterprise SaaS Sales - You’ve sold $50K–$250K+ ACV deals with multi-month cycles and multiple stakeholders.
- Voice AI / LLMs / APIs: You’re comfortable selling technical products to technical buyers and know when to go into technical depth.
- Customer Business Cases: You know how to craft and deliver a compelling business case, TCO analysis, or ROI narrative to a CFO or COO.
What You’ve Done
- 4–8 years of full-cycle SaaS closing experience.
- Consistent track record of overachievement in enterprise or upper mid-market segments.
- Closed new business deals in the $100k to $1M+ ACV range, ideally with technical depth and integrations.
- Sold to multiple personas across product, engineering, operations, IT, and finance.
- Bonus - Experience in AI, voice tech, contact center, or dev tools with long-term platform potential.
How You Show Up
- Sales Athlete - you run your deals with rigor, precision, and hunger.
- Strategic Communicator - you simplify complex ideas and lead executive conversations with confidence.
- Ownership Mindset - you own your number and never wait for someone else to unblock you.
- Process-Driven - you use MEDDPICC and value selling frameworks like Command of the Message, Challenger, SPIN because they help you win, not because they’re required.
- Coachability & Curiosity — you’re hungry to improve and humble enough to learn.
Benefits and Pay
- Healthcare, dental, vision, all the good stuff.
- Base pay of $120,000-$180,000
- OTE $300,000 to $350,000
- Every tool you need to succeed
- Equity
- Uncapped commission
If you don't have the perfect experience that is fine! We're a bunch of drop-outs and hackers
Working at a start-up is really hard. We work a lot and we figure things out on the fly.