About the role
The Role
Cruva is the operating system for brands selling on TikTok Shop. Over 1,400 DTC brands use our platform to manage affiliate programs, find creators, run sample campaigns, and track GMV at scale. Our customers include True Classic, Pixi Beauty, and QVC UK. We are bootstrapped, profitable, multi-seven-figures in ARR, and growing fast in the most active commerce category right now.
TikTok Shop is one of the most consequential shifts in DTC commerce in years, and most of the brands that need to be on it are still figuring out how. As an Account Executive at Cruva, you will work both inbound leads and outbound prospecting to bring new brands onto the platform, across SMB and mid-market segments. You will run the full sales cycle, from first conversation through close, and hand off to customer success once a brand is live.
This is a high-velocity, high-ownership role. You will carry a number, you will be expected to hit it, and the market tailwind is real.
What You'll Do
- Own a full sales cycle across inbound and outbound: prospecting, discovery, demo, negotiation, and close.
- Work a mix of SMB and mid-market DTC brands, adapting your approach to the deal size and decision-making structure.
- Run sharp, outcome-focused demos that connect Cruva's product directly to how a brand is thinking about TikTok Shop revenue.
- Manage your pipeline with discipline. Accurate forecasting, clean CRM hygiene, and consistent follow-through.
- Partner with customer success to ensure a smooth handoff and set new customers up for fast activation.
- Feed market intelligence back to the product and leadership teams. You are on the front lines of how brands think about this category.
- Source and work outbound leads in parallel with inbound. You do not wait for the pipeline to come to you.
What You'll Bring
- 2 to 5 years of full-cycle sales experience in SaaS or a high-growth technology company.
- A track record of consistently hitting or exceeding quota. We will ask about your numbers.
- Comfortable selling to both SMB and mid-market buyers, and knowing when to move fast versus when to slow down and build consensus.
- Strong discovery skills. You ask the right questions, listen well, and connect what you hear to what Cruva does.
- Organized and self-directed. You manage your own pipeline without needing someone to tell you what to work next.
- Genuine interest in TikTok Shop, ecommerce, or the creator economy. The best AEs here understand the space and can speak to it credibly.
- Experience selling to DTC brands, ecommerce operators, or marketing and growth teams is a strong plus.
Compensation
$60,000 to $80,000 base salary depending on experience, commission, plus meaningful early-stage equity.
Location
Remote (US or UK hours)