Shadowing Jobs in Virginia (NOW HIRING)

We're looking for a Full-Cycle Account Executive to drive new business growth across our US market. You'll start by building your own pipeline as an SDR, then grow into running full-cycle deals from first conversation through close.
About Famly
We're on a mission to stop admin work from stealing the joy of working with young children. We do that with our platform, the world's first proactive assistant for educators and staff that handles admin for them so they can get back to what they love.
About the role
This role exists to build our new business engine in the US, and it's built to grow with you. You'll start by generating a sales pipeline through outbound prospecting, learning our product and sales process by shadowing calls, and then progress into running full-cycle deals of your own. We're looking for someone who's excited about that whole arc, not just the destination.
Day to day early on, you'll be heads-down on outbound: prospecting via phone and email, booking meetings, and shadowing calls to learn how we sell. As you prove yourself, you'll take over running full-cycle deals independently, and as our US team grows, the role may continue to evolve in response to what commercial channels we find convert and scale most effectively.
Famly is already profitable and category-leading in the UK, and the US is our biggest growth opportunity yet. This is a rare chance to join at a key inflection point in our US journey, learn a proven playbook, and put your own stamp on how we scale here, with Harrison and the broader team backing you every step of the way. This is an individual contributor role, and as you build a track record, you'll increasingly shape the conversations on pricing, positioning, and what's next for our US strategy.
This role is based in our Rosslyn, Arlington, Virginia office, with a default of four days a week in person.
What you'll be doing

• Generating net-new pipeline through proactive outbound outreach
• Shadowing sales calls early on to learn Famly's sales process and product
• Progressing into running a full-cycle sales process independently, from first outreach through close
• Managing and growing your own book of business as a full-cycle Account Executive
• Earning increasing input into strategic conversations on pricing, positioning, and launch planning as you build a track record
• Helping build repeatable, scalable playbooks for how Famly grows in the US

You'll thrive in this role if you:
A quick note on what we look for: we want people who point out the window when things go well (crediting the team, the product, the customer) and look in the mirror when they don't (owning the miss and asking what they could have done differently). If that resonates with how you operate, you'll fit right in here, and it's something we'll explore together in our conversations.

• Have a track record of discipline, ownership, execution, and follow-through, wherever that comes from. That could be a SaaS go-to-market background, but it could just as easily be leadership in extracurriculars, competitive athletics, or other high-accountability pursuits
• Bring a strategic, entrepreneurial owner's mindset. You think about how to grow the business, not just how to hit your own number
• Are flexible and adaptable, genuinely energized by the idea of your role evolving as Famly's US go-to-market approach matures, rather than expecting to do the same thing the same way indefinitely
• Communicate persuasively and build trust quickly, whether cold-prospecting or on a customer call
• Are solution-oriented. When you spot a problem, your instinct is to dig in and help fix it rather than just flag it
• Are hungry to prove yourself, with the humility to put in the unglamorous work first: prospecting, follow-up, and shadowing, before asking for more
• Want to build a career in commercial roles, and see this as a rare ground-floor opportunity to learn the full funnel at a company with real momentum behind it

We know it's rare to find someone who checks every box above. If you bring strong experience in one of the following, we want to hear from you: SaaS go-to-market experience, or experience in education (early childhood education especially exciting).
And it'd be even better if:

• You've worked in a full-cycle sales role before, taking deals from prospecting through close
• You have direct experience or a strong personal connection to early childhood education

While we'd love someone who has experience in the arena doing this type of work, we appreciate that everyone brings something unique. If you don't tick every box above, to hell with it - apply anyway. We'd still love to read your application.
The interview process looks like:

1. Conversation with Harrison Brazier, Head of US Sales (hiring manager)
2. Rational thinking test and written exercise
3. Panel with additional members of our US Commercial team
4. Conversation with Anders Laustsen, CEO
5. Reference check

What's in it for you?

• Salary in the $60k-$70k/year range with an OTE between $80k-90k (depending on experience)
• Competitive benefits such as 401k with employer match, health insurance, and paid maternity/paternity leave.
• Prime corner-office in Rosslyn's WeWork, with modern equipment and amenities
• A clear career framework and coaching to make sure you're growing, a $1000 personal development budget and a 'We'll buy you any book you want' policy.
• We guarantee we'll create the time, space and leadership (as well as the budget) to make sure you grow and develop.
• We want to set the pace, and don't cut corners when it comes to investing in tooling and technology that you need to be at the frontier of tech.
• We're all about hiring clever people who are good humans too. It means Famly is full of top thinkers and generous teammates waiting to help you shine.
• We like to give a lot of ownership both in terms of responsibility and freedom to try new, challenging tasks.
• Top-notch work equipment (including noise cancelling headphones for those focus periods!).
• We believe collaboration happens best in person, so we have the default of four days a week in office - but with plenty of flexibility for when life happens outside the office too.

And who are Famly?
You're probably wondering at this stage, and Famly are...? Well, it all began when our co-founder Henrik's daughter was ready to start at daycare. He couldn't believe the amount of work being done on paper - and how distant he felt from his first child during the day. The paper 'parent' books they exchanged once a month just weren't cutting it. Together with his friend, our co-founder and CEO Anders, they set about solving that.
These days, about 180 of us build Famly for more than 10,000 childcare providers and over 1 million parents.
We handle admin stress so they can get back to what matters, and we make it easier than ever to connect home, and nursery so parents can play a part in their child's day. If you join us, you'll be building, selling, or supporting customers with everything from staff rotas and invoices, to child development and parent communication.
How we work
Famly prides itself on a few principles; we choose simplicity, we believe friendliness is a superpower, we set the pace, and we want everyone to be surrounded by talent.
It all adds up to a culture that refuses to make employees choose between a place that is ambitious and sets the pace for what good looks like - and one that is a nice place to work. We think you can be ambitious and kind and when you get to meet our team, we hope you'll agree.
What we expect of you, is that you make others shine, that you believe in being better than yesterday, and you are not afraid to just 'get it done'. Finally, we want you to value 'sitting in the tiny chair' - which means you look at your work through the impact it has on our customers: the people sitting in tiny chairs in childcare settings all over the world.
We're looking to fill the position as soon as possible, so get your application in today by sending us:

• Your CV
• A cover letter to tell us what you can bring to the role, and what speaks to you about Famly.

Looking forward to hearing from you!
Famly is committed to creating a more diverse, equal, and inclusive workforce, building teams that represent a variety of backgrounds, perspectives and experiences. It is a fundamental policy at Famly not to discriminate on any basis or characteristics and celebrate diversity. Everyone is welcome and encouraged to apply.