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About the Role
As an Account Executive at Light Labs, you will be our first pure hunter, responsible for breaking into new co-manufacturers and large brands in CPG. Your role involves securing initial partnerships and orders, then transitioning these accounts to the Account Management team for further growth. This is a critical role in scaling Light Labs to a $50M run rate by 2027.
Responsibilities
- Own the new-logo acquisition motion, targeting named co-manufacturers and CPG brands through various channels.
- Leverage AI for advanced Account-Based Marketing (ABM) to personalize outreach and impress prospects.
- Systematically generate referrals and introductions from existing customers.
- Respond to all inquiries and follow-ups with extreme speed to build trust and close deals.
- Compress sales cycle time by making the qualification and onboarding process fast and easy.
- Qualify, size, and stage trials, ensuring a smooth prospect experience and setting accounts up for scale.
- Act as a problem solver, identifying prospect pain points and creatively building solutions.
- Travel regularly to visit plants, HQs, and industry events to foster in-person relationships.
- Develop a strong understanding of the industry's science and lab operations to build rapport with technical buyers.
- Ensure a seamless handover of new accounts to the Account Management team with complete context.
- Contribute to driving Light Labs towards a $50M run rate by consistently opening new doors.
Requirements
- 2+ years of quota-carrying, high-velocity sales experience with a proven track record of outbound-sourced wins.
- Experience in a fast-paced or early-stage environment is ideal.
- Demonstrated ability to break into new accounts cold, comfort with phone outreach, and motivation by new-logo targets.
- Proficiency in using AI daily for research, personalization, and outreach.
- Scrappy and creative approach to sales, adept at finding alternative paths to engagement.
- Operates with urgency and views speed as a competitive advantage.
- Excellent communication skills, including discovery, storytelling, and objection handling.
- Clear and persuasive writing style.
- Entrepreneurial mindset with the ability to operate independently and build structure in ambiguous environments.
- Fast learner with the ability to quickly grasp technical and scientific concepts and translate them into business value.
- Willingness to travel regularly for prospect meetings, plant visits, and industry events.
- Motivated by improving transparency and integrity in the food system.
Skills
- Outbound Sales
- Account-Based Marketing (ABM)
- AI for Sales
- Lead Generation
- Cold Calling
- Referral Generation
- Sales Cycle Management
- Trial Management
- Problem Solving
- Communication
- Storytelling
- Objection Handling
- Technical Acumen
- Relationship Building
- CRM Software
Location
- Austin, TX (in-office 5 days per week)
Work Type
- Full-time
- In-office
Experience Level
- Mid-Level
About the Company
- Light Labs is building the modern platform for lab testing, starting with consumer goods brands.
- We help companies test more cheaply and quickly, enabling them to use lab results to automate regulatory compliance and grow revenue.
- Our mission is to improve transparency and integrity in the food system by making testing faster, cheaper, and easier.
- We are integrating the full experience from testing to data sharing, allowing brands to differentiate themselves through transparency.
- The company has raised over $30M from top VCs and strategic investors.
- We foster a collaborative environment where all team members have a seat at the table.