Job Description
We’re hiring an Account Executive for Pearl, which finds exceptional talent from around the world, trains them to be AI-native, and places them into operational roles at startups as managed contractors: from client-facing roles to software engineers to executive assistants. We’re 3x founders who’ve bootstrapped our company to a couple million in ARR and are adding six to seven figures in net new annualized revenue each month. Our clients span venture-backed tech and healthcare, including fast-growing startups and phenomenal US-based businesses that have raised over $3B in funding from Sequoia, a16z, Founders Fund, Y Combinator, and other top VC firms.
Today we’re roughly 60 people managing a few hundred talents, growing fast and into new verticals. We started Pearl because we believe that even though opportunity isn’t created equal in the world, ambitious talent is. And our goal is to scale Pearl to $100M in ARR bootstrapped by placing 2777 operators into top startups in the next 3 years.
Hear why we exist, what we believe in, and who we’re building for: Watch here
Location: United States, Remote
Purpose of Your Role
You’ll be the person who turns Pearl’s relationships in healthcare into signed clients.
Healthcare tech companies are some of our best clients. They grow with us, refer other founders to us, and come back to us as they scale. A large share of those relationships start at our events and through Health Command + Operating Room, our communities for healthcare founders and leaders. Right now our founders are closing most of these deals themselves, and we need someone who can own that process end to end and do it better than we can.
You’ll run the full sales cycle, from the first conversation with a founder or operator through to a signed contract and a clean handoff to our recruitment team. You’ll be in the room at our dinners and events in New York and San Francisco, building trust with the people who will become our clients and our referral partners.
While healthcare tech is your focus, you’ll also close strong opportunities outside healthcare as they come in. You’ll work directly with Pearl’s founders and our community and events team, and you’ll help shape the sales playbook as we build out a sales team.
What You’ll Own
1. Full-Cycle Sales and Closing
- Run Pearl’s sales process from discovery through to a signed contract, for inbound leads, referrals, and opportunities from our communities and events.
- Understand each prospect’s business well enough to recommend the right roles, team structure, and hiring plan, and make a clear case for why Pearl is the right partner.
- Handle objections around offshore talent, quality, pricing, and compliance with confidence and credibility.
- Own your pipeline, follow-ups, and forecast, and keep deals moving without needing to be chased.
- Consistently improve our close rate on qualified opportunities.
2. Healthcare Tech Pipeline and Relationships
- Build and work relationships with founders, executives, operators, and investors across healthcare tech.
- Attend and help host dinners across our communities, and turn the conversations there into qualified opportunities.
- Partner with our community and events team so that sponsorships, events, and community growth translate into pipeline.
- Use your own network to open doors with healthcare tech companies that should be working with Pearl.
3. Sales Process and Client Handoff
- Keep our CRM accurate and up to date so the founders can see pipeline, conversion, and forecast at any time.
- Hand every new client over to account management and onboarding with the context needed for a strong kickoff.
- Bring what you hear from prospects back to our recruiting and delivery teams, so that role requirements, pricing, and positioning keep improving.
- Help document what works so we can build a repeatable sales playbook.
4. Growth Beyond Healthcare Startups
- Close high-quality opportunities outside venture backed healthcare startups as they come in, especially from our founder communities, including NY Deep Tech, Health Command, and Operating Room.
- As the sales team grows, help onboard and ramp new account executives and SDRs.
What Success Looks Like
Within your first 90 days, you’ve taken over the sales pipeline from the founders, you know our offering and pricing well enough to run any deal on your own, and you’re a familiar face at our New York and San Francisco events.
Within your first year, you’re consistently closing a meaningful share of Pearl’s new business, and our close rate on qualified opportunities is well above where it is today. Healthcare tech founders think of Pearl first when they need to build their teams, and many of them are coming to us through referrals from people you’ve built relationships with.
Our founders are no longer closing deals day to day, because they trust you to run the process and win.
Most importantly, the clients you bring in are a strong fit for Pearl. They start well, grow with us, and stay.
What We’re Looking For
You’re a proven closer. You have a track record of consistently hitting or beating quota and can show us the numbers. What you sold matters less to us than how well you sold it and how you ran your deals.
You’re well connected in healthcare tech. You know founders, executives, and investors at healthcare tech companies, and they’d take your call. Experience in healthcare alone isn’t enough here. We’ll want to see that you also have real relationships within the healthcare tech startup world.
You sell to founders and executives. You’re comfortable leading conversations with CEOs, COOs, and heads of departments at fast-growing companies, and you can talk about their business as well as ours.
You build relationships in person. You enjoy dinners, events, and meeting people, and you know how to turn a good conversation into a real opportunity without being pushy.
You run a disciplined process. You qualify well, follow up relentlessly, keep your CRM clean, and forecast accurately.
You’re comfortable in an early-stage environment. You don’t need a large sales org around you to be effective, and you’re excited to help build the playbook others will use.
You believe in Pearl’s mission. You’re excited about changing how the world views exceptional professionals in the Philippines, Latin America, and other global markets while helping ambitious companies grow.
You bring relevant experience. Experience selling services, staffing, recruiting, or offshore teams is a plus but not required. Experience selling to startups is strongly preferred.
You have high standards and low ego. You care about doing things well, you take feedback easily, and you’d rather win the right deals than just close a lot of them.
Build and Grow Quickly - We’re scaling fast, and we trust that you’ll know best on the ground what needs to be done. You’ll have the opportunity to step into leadership early and own decisions that shape how our company grows.
Based Where Our Clients Are - You’ll work from New York or San Francisco and spend your in-person time with founders at our dinners and events. We’ve built Pearl with a multicultural DNA and teammates across 23 countries, and the rest of the team is fully remote.
Unlimited PTO - We trust that you’ll get your work done, and we want to create space for you to take time away with the people you care about.
Global Retreats - We create space for our teammates to get to know each other as people, rather than just to-do lists. We’ve shared meals, laughs, and sunrises across the world in places like Cancun, El Nido, Boracay, and Siargao.
Ambitious and Kind Team - We build with the most competent people we know, and we maintain a low-ego, no-assholes policy. We’re looking for people who are sharp, kind, and open to being vulnerable when it matters.
