Posted 13 days ago
Account Executive
AI Summary
Owns the bottom of the funnel for Athlete to Athlete, running consultative Program Planning Calls with parents and athletes to understand goals and close mentorship enrollments on the call.
About this role
About Athlete to Athlete
Athlete to Athlete pairs youth athletes with current Division 1 college athletes who play their sport and have already walked the road they're on. Our mentors don't just run drills — they help young athletes build confidence, find their path, and take real ownership of their game.
Our mission is to unlock every athlete's potential by connecting them with those who've lived it. Our vision is a world where every athlete rises and lifts the next.
We're a venture-backed, fast-growing sports technology company based in Santa Monica, and we run the way we coach: human-first, tech-forward, and built on the same values we ask of our athletes — Meaningful Connections, Coachability, Teamwork, and Resilience.
About the Role
The Account Executive is the person a family talks to when they're deciding whether Athlete to Athlete is the right investment for their athlete. You'll own the bottom of the funnel: taking Program Planning Calls booked by our SDR team, working our highest-intent inbound leads directly, and guiding parents and athletes to the right mentorship program, ultimately closing deals on the call.
To families, you're a Mentorship Specialist. That's the job: understand the athlete, understand the goal, and help the family act on it with confidence. You're not selling hype. You're the seasoned teammate who knows what the next step looks like and helps them take it.
This is an on-site position based in Santa Monica, CA.
Key Responsibilities
Run Program Planning Calls with parents and athletes, from SDR-booked consultations to inbound leads you work and close yourself.
Uncover the athlete's profile, goals, timeline, and budget, and recommend the program that fits.
Close new families on the call. Handle objections with empathy and clarity, and secure payment to enroll the athlete.
Work your own pipeline of high-priority inbound leads via calls, texts, and email with fast, consistent follow-up.
Hand off every new family to an Athlete Success Manager with complete notes, so the athlete's Kick Off Call starts with full context.
Keep the CRM accurate: every lead has a disposition, every deal has a next step, every note is one your teammates could act on.
Partner with SDRs on lead quality and feedback loops. When they book you a great call, tell them. When something's off, help them fix it.
Hit your monthly sales targets and own your numbers — pipeline, conversion, and revenue.
Qualifications
We care far more about attitude, work ethic, and coachability than years of experience. The ideal candidate wants to build a long-term career in sales and is ready to be the one who closes.
Required
2+ years in a quota-carrying sales role (SDR, BDR, inside sales, or closing role), or a demonstrated track record of competing and winning.
Excellent written and verbal communication — you can explain something complex to a busy parent in two minutes.
Comfortable running a high volume of consultative phone conversations every day and asking for the sale.
Strong organization, attention to detail, and follow-through.
Comfortable with CRM systems and sales technology.
Bachelor's degree or equivalent experience.
What Will Make You Successful
You guide, you don't push. You ask great questions, listen for the real goal, and help families make a decision they feel good about a month later.
You close. You're comfortable asking for the commitment and confident handling "let me think about it."
You're coachable. You want your calls reviewed, you seek feedback, and you get better every week.
You're competitive. Through sports, academics, or work, you're driven by measurable results and you keep score.
You're resilient. A "no" is information, not a verdict. You reset and take the next call.
You're a teammate. You make the SDRs and Athlete Success Managers around you better, and you celebrate their wins like your own.
You take ownership. You treat your pipeline like your own business and every family like it's the only one.
Nice to Have
Competitive athletic background — you've been the athlete, or coached one.
Experience selling to consumers or families (education, youth programs, fitness, coaching, or similar).
Experience with HubSpot, Salesforce, or another CRM.
Passion for youth and college sports.
Skills
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