Account Executive, Strategic Accounts

About Lightfield

Lightfield is reimagining CRM as a world model of a business. By learning from emails, meetings, and customer conversations, we’re building a living understanding of how a company works—so AI can help teams anticipate what comes next, make better decisions, and take action.

More than 5,000 companies have used the product since its November launch. We’ve raised more than $70M from Andreessen Horowitz, Coatue, Maverick Ventures, and Greylock to attack the biggest software category in the world. We previously built Tome, which reached more than 25 million users, and our team brings experience from Llama, Instagram, Google, and Salesforce.

About the role

Everything above about our inbound funnel is true, and this isn't that seat.

Strategic sells to high growth Series B and C companies ready to make Lightfield their entire GTM system — not a CRM sitting alongside six other tools, but the thing sales, marketing and customer success all run on. That means the sale includes sales methodology, reporting and forecasting, and it means you're replacing systems and process a company has already built around.

There aren't many of these deals. Each one runs $80–150K, takes real discovery, and is won across a buying committee rather than with a champion. You'll spend more time on fewer accounts than anyone else, and each one you land changes the company's revenue profile.

There's no strategic playbook to inherit. There's a product with real traction, a category argument that hasn't been made yet at this deal size, and a founder who'll be in your deals with you.

What you'll do

• Own a small book of Series B and C target accounts
• , self-sourced and worked deliberately
• Run deep discovery
• — how they sell today, what their methodology is, where forecasting breaks, what they've built process around
• Multi-thread across sales, marketing and customer success leadership
• , because the whole GTM is the sale and no one of those three can buy it alone
• Design the implementation
• : what gets migrated, in what order, which team goes live first, what the first 90 days look like
• Displace incumbent systems
• — data, migration and change-management objections alongside product ones
• Build the strategic motion itself: target account criteria, the discovery framework, the migration story, the pilot structure
• Partner with product on what Series B and C companies need that we don't have yet
• Who you are
• 5–10 years selling B2B SaaS, with a documented record closing at $80K+ ACV
• You self-source.
• Tell us what percentage of your closed-won you generated yourself, and how.
• Your discovery is the strongest part of your game.
• At this deal size the win is decided before the demo.
• You multi-thread across functions, not just seniority levels.
• Name the three departments you had to align in your last big deal.
• You've scoped an implementation as part of a sale
• — not handed it to a solutions team after signature.
• You've displaced an incumbent system
• , or replaced a process a company had already committed to.
• You've sold at a startup
• , pre-seed through Series D, and you know what it's like when the answer to "does the product do that" is sometimes not yet.
• You sell consultatively.
• At this deal size there is no other way.
• Grit that shows up somewhere verifiable.
• Nice to have
• Sold a multi-product platform rather than a point solution
• Sold CRM, sales tooling or GTM software — Gong, Outreach, Salesloft, Clari, Apollo, Clay, Attio, Common Room
• Ran a displacement motion against Salesforce or HubSpot
• Understands forecasting and sales methodology well enough to have an opinion in front of a VP of Sales
• Bachelor's from a selective university; engineering or technical undergrad