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Account Executive



Sales & Business Development
United States · Remote
Posted on Wednesday, April 10, 2024


Orb is on an ambitious mission to provide every business with the infrastructure to unlock their revenue. Best-in class businesses find ways to effectively align their monetization to product usage—whether that's through seats, consumption, feature limits, or usage-based tiers. Orb brings that opportunity to every software company.

We are reimagining billing and invoicing for this era of hybrid pricing in software. Billing is no longer just a finance problem, but also a high-stakes engineering observability problem that customers urgently need solved. At Orb, we take a developer-first, data infrastructure approach to this problem. We make it possible for companies to fully automate their current billing process, and to evolve their monetization strategy over time.

Orb supports the end-to-end workflow for revenue: developers love our product’s extensibility and intuitive API, product managers become empowered to iterate on pricing and packaging much faster, finance teams get fine-grained reporting to facilitate revenue recognition, and customer-facing teams benefit from the transparency Orb brings to the customer relationship.

About Us

Our founding team has experience from companies like Stripe, Asana, Plaid, Cloudflare, and Autodesk. We’ve raised $19.1 million in funding from top-tier investors like Menlo Ventures, Greylock, base case, South Park Commons, and Scribble, as well as founders and operators from companies like Vercel, Plaid, Datadog, Notion, Asana, HubSpot, and more.

Working at Orb

When you meet our team, you’ll see we’re a group of dedicated and kind individuals who care deeply about solving what is one of the most mission-critical problems for any business.

Every one of us has outsized impact on the business, our product, and our customers—we hold ourselves to a standard of excellence, with the empowerment to take risks and the judgment to focus our time on maximizing leverage.

We are not a culture of long hours, but we approach our work with intensity and a sense of urgency. With a product like ours, minutes matter: we can help accelerate other businesses tremendously if we’re focused on building quickly while maintaining critical attention to detail. When we’re ‘on’, we’re on; we work hard, then we go home.

We will focus on setting you up for success, with the right expectations and enablement. We coach on outcomes, not inputs or style. We show up for each other with kindness, which earns us the ability to have difficult conversations with trust by default and openness to feedback.

As a growing organization, we value in-person collaboration. We see it as a way to achieve our mission faster, in an environment of rapid ideation, strong alignment, and that energy that makes work more fun.

Role & Impact

We’re looking for Account Executives that are hungry to sell into the next up-and-coming companies that are disruptive within their respective industries. You will have the opportunity to directly influence Orb’s GTM strategies and impact Orb’s trajectory.

Day-to-day, this might include:

  • Navigating opportunities through outbound prospecting and inbound leads

  • Prospecting into CTOs, Engineering, Product, and Finance leaders, along with technical end users

  • Meeting and exceeding individual annual New Logo targets

  • Managing the full sales cycle + proactively partnering with the required deal team(s)

  • Managing a sales pipeline inclusive of forecasting and opportunities reviews to proactively identify risk

  • Collaborating with the GTM teams at Orb including Marketing, SDRs, Customer Experience, Solutions Architects, Product, and others to deliver bi-directional feedback to the rest of the company

  • Helping to identify and execute GTM experiments that will accelerate Orb’s revenue growth

About You

  • 2+ years of full cycle sales closing experience

  • Familiarity with software, SaaS, infrastructure, or finance & billing technology a plus (NOT a requirement)

  • Demonstrated history of consistent goal achievement in highly competitive environment

  • Excellent presentation, verbal, and written communication skills

  • Demonstrated success with creative pipeline generation strategies

  • Previous Sales Methodology training (e. g. MEDDIC, SPIN, Challenger Sales) a plus

  • Strong sense of curiosity + empathetic approach to opportunity management

  • Maniacal passion for quantifying customer outcomes - expect to discuss these in your conversations with us

  • Low ego/Highly Coachable: Ideal Orb AEs are individuals who seek out and crave new knowledge through the lens of continuous improvement. Our sales team culture is built around constant feedback and coaching in a bi-directional manner. We expect that all of our sales team is coaching each other from the IC level all the way up to the CEO. It’s critical that our AEs are actively seeking knowledge through their own vectors of research, in addition to coaching from their peers and leaders alike. This concept also extends past internal sales skills - AEs should always be curious with our prospects & customers. It’s the cornerstone of Command of the Message and how we identify the transformational changes that only Orb can help them navigate. We seek to better understand through questions and curiosity rather than to show features of our product.

In order to thoughtfully scale the company and avoid downstream inequities, we don’t use leveling titles at Orb. You will not see us use prefixes like “Senior” in our job descriptions. We include experience requirements for every role and compensate employees based on their experience and internal level within Orb.


  • Medical insurance - 100% coverage for you and dependents

  • Dental, vision, and life insurance

  • Unlimited PTO, with 15 days minimum encouraged

  • 401k plan

  • 16-week paid parental leave with equity vesting

  • Commuter stipend

  • Catered lunches in the office

Equal Opportunity Employer

We work with each other day in and day out, and strongly believe that building a diverse and inclusive team is key to our long-term goals and success as a company. We provide equal employment opportunities to all applicants without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by law.