TribalScale

The Role

As an Account Executive, you are responsible for generating new business opportunities and growing TribalScale's revenue through outbound prospecting, relationship building, and strategic account expansion. This role is expected to be in office full time.

This is a sales-first position focused on identifying, creating, and closing opportunities with both prospective and existing clients. Success in this role is measured by your ability to proactively build pipeline, win new business, and expand strategic client relationships.

You will play a critical role in:

• Generating new business through outbound prospecting and relationship development
• Owning opportunities from initial outreach through close
• Expanding revenue within existing accounts through strategic conversations
• Creating value-added insights that strengthen client partnerships
• Positioning TribalScale as a trusted advisor in digital product and AI transformation

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What You'll Do1. New Business Development & Pipeline Generation

• Proactively generate new business through prospecting, cold calling, cold emailing, LinkedIn outreach, networking, and referrals
• Build and manage a pipeline of qualified opportunities from initial outreach through close
• Identify and engage key decision-makers within target organizations
• Conduct discovery conversations to understand client challenges and business objectives
• Consistently meet outbound activity and pipeline generation targets
• Develop and execute targeted outbound campaigns aligned with TribalScale's service offerings

2. Sales Cycle Ownership

• Own opportunities throughout the sales process, from qualification through proposal and close
• Translate business challenges into digital product and AI-driven opportunities
• Collaborate with Product, Design, and Engineering teams to shape solutions and proposals
• Contribute to compelling scopes of work and client recommendations
• Maintain accurate pipeline forecasting and CRM records

3. Account Growth & Expansion

• Identify and pursue opportunities within existing client accounts
• Upsell and expand TribalScale's services through insight-led conversations
• Develop growth plans aligned to client business priorities
• Partner with delivery teams to uncover future opportunities
• Build trusted relationships with key client stakeholders

4. Strategic Business Reviews

• Lead business reviews focused on future opportunities and business impact
• Introduce new ideas, recommendations, and innovation initiatives
• Identify evolving client priorities and position TribalScale to support them
• Bring structured thinking and strong storytelling to executive-level conversations

5. Market & Competitive Insights

• Conduct market and competitive research across client industries
• Identify emerging trends, innovation opportunities, and competitive gaps
• Translate insights into client-facing recommendations and opportunity hypotheses
• Leverage research to strengthen prospecting, account planning, and sales conversations

6. AI-First Ways of Working

• Utilize AI tools to improve prospecting, research, outreach, proposal development, and workflow efficiency
• Experiment with new technologies and approaches to improve sales effectiveness
• Apply AI-driven insights to account planning and opportunity generation

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What We're Looking For

• • 2-5 years of experience in outbound sales, business development, or Account Executive roles within consulting, agency, SaaS, technology, or digital services environments
  • Proven experience generating net-new business opportunities through outbound prospecting
  • Demonstrated success managing a sales pipeline from prospecting through close
  Outbound Sales Experience
  • Experience prospecting and booking your own meetings through phone, email, LinkedIn, and other outbound channels
  • Comfortable making a high volume of outbound calls and emails to prospective customers
  • Strong understanding of pipeline generation, qualification, and sales process management
  • Track record of creating opportunities rather than relying solely on inbound leads
  Commercial Acumen
  • Ability to identify client challenges and translate them into business opportunities
  • Strong understanding of consultative and solution-based selling
  • Comfortable discussing business outcomes with executive stakeholders
  Relationship Building
  • Strong communication and stakeholder management skills
  • Ability to build credibility and trust with prospects and clients
  • Experience navigating multiple decision-makers within organizations
  Strategic Thinking
  • Ability to connect market trends, client challenges, and product opportunities
  • Strong problem-solving and opportunity identification skills
  AI Curiosity
  • Experience using AI tools to improve workflows, or strong interest in adopting AI-first ways of working

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Bonus Points For

• Experience selling digital product development, software development, consulting, or AI services
• Experience working across both sales and delivery environments
• Familiarity with industries such as financial services, media, or enterprise technology
• Experience leading executive-level client discussions and business reviews

Compensation

This role includes a meaningful variable compensation and commission component tied directly to revenue generation, new business acquisition, and account growth.

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Why TribalScale?

• Impact: Work on meaningful digital and AI initiatives with leading organizations
• Growth: Collaborate with top talent and continuously expand your skillset
• Ownership: Take real responsibility for client relationships and business growth
• Innovation: Be at the forefront of AI-driven transformation

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Why This Role Is Different

This is not a traditional Account Manager or Customer Success role.

Success in this position comes from proactively creating opportunities, generating pipeline, and closing business-not simply maintaining existing relationships.

You will be expected to:

• Build pipeline through outbound prospecting
• Generate net-new business opportunities
• Own opportunities from outreach through close
• Expand existing accounts through strategic conversations
• Bring proactive ideas and recommendations to clients

This role is best suited for individuals who enjoy hunting for opportunities, building relationships, and driving measurable business growth.