Guru Technologies | Scalable Account Executive -

Scalable Account Executive

Guru Technologies |  Philadelphia | Sales / Biz Dev

Job Description
Perks + Benefits
Company Culture Coverage

Guru is experiencing rapid growth, and we are looking for an experienced Account Executive to help lead the charge! As a member of our sales team, you’ll own everything to do with our Scalable market prospects (Scalable Segment < 250 employees): strategy, planning, and making it happen. You’ll have specific activity and revenue targets that tie directly to Guru’s growth goals. In addition, you will help us report to the rest of the organization on our sales efforts while exploring new and creative ways to find Scalable prospect leads.

This job is not only about how well you sell; it’s about how you lend your positivity and presence, combined with your skill set to an energized environment and highly collaborative team.


  • Lead the entire sales cycle for our Scalable segment accounts, from initial prospecting, qualification, discovery, demo, business meetings to close.
  • Document prospect conversations and updates in Salesforce with clear and concise notes
  • Manage & forecast book of business in Salesforce
  • Strategically think about positioning value of Guru as we move upstream + higher price point deal sizes
  • Utilize all social & professional channels to research and engage with prospects
  • Measure activities & performance across all sales campaigns
  • Works effectively in a team environment to support achievement of sales goals and deliver on customer service levels for prospect engagement


  • 1-2 years as a quota carrying sales rep in the SaaS/Tech industry, preference for experience in content management, knowledge management or support solutions industries
  • BS/BA degree in Marketing, Sales or other field with relevant work experience
  • Proficiency with Salesforce required. Experience with Slack, LinkedIn Sales Navigator, SalesLoft, Zoom,, etc. preferred but not required
  • Up-to-date with the latest technologies and standard methodologies in outbound sales
  • You have regularly met & exceeded quota in a similar outbound sales role previously
  • You possess excellent verbal/phone and written communication skills
  • You have strong organizational & follow-up skills
  • You are assertive and persuasive without being aggressive
  • You actively listen & ask thoughtful, clear questions
  • You learn, reason and adapt quickly
  • You are an excellent teammate, willing and able to collaborate with others on the immediate team & across departments

Benefits to you:

  • Competitive salary
  • Employee Stock Option Plan
  • Generous health and commuter benefits
  • Dog Friendly Office
  • The chance to contribute to an upbeat, fully engaged culture

About Guru:

Guru is a dynamic, fast growing start-up in Philadelphia and San Francisco. Our mission is to reinvent the way people connect with meaningful information at work. Guru’s knowledge management solution provides customer-facing teams access to expert-verified information where they work and when they need it most. We believe in cultivating a welcoming, inclusive culture that encourages personal growth through working hard and having fun.

Launched in September 2015, our vision is backed by an amazing group of investors including FirstMark Capital, Thrive Capital, Salesforce, Michael Dell, the Slack Fund, and Emergence Capital. As we enter the next exciting stage of expansion, we’re searching for passionate individuals to join our rapidly growing team.

This is a full-time position located in our Philadelphia office. Re-location and/or Visa Sponsorship is not included in our hiring package. Applicants will need to be authorized to work in the US.

We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

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Health & Wellness Benefits
  • Dental
  • Disability Insurance
  • Health Insurance
  • Life Insurance
  • Vision
  • Travel
  • Work from Home
Parental Benefits
  • Family Medical Leave
  • Generous Parental Leave
  • Mother Rooms
Perks & Discounts
  • Casual Dress
  • Company Outings
  • Lunch
  • Snacks
Retirement & Stock Options Benefits
  • 401K
  • Company Equity
Vacation & Time Off Benefits
  • Generous PTO
  • Paid Holidays
  • Paid Sick Days

What are your company values?

When Guru was founded, we had a vision of how we wanted to solve this problem. However, it was early customer development that really shaped Guru to be the product it is today - and those lessons have really influenced the way we not only continue to build products, but also how we build culture.  

Some of the other values we’ve built this company around are:

     ● Build for the long term (we’re marathoners, not sprinters).

     ● Seek and share knowledge.

     ● Be generous (don’t give back, give first).

     ● Don’t take yourself too seriously.

     ● Encourage each other to bring our best.

These values are critical to everything we do at Guru. So much so, that we’ve built interview questions around these values to try and suss them out of potential candidates.

What tangible ways have you seen the Guru product make an impact?

One of our company goals at Guru is to master the art of the outcome. What we mean by that is to be incredibly focused on demonstrating real business value to our customers. Being built into our customers’ workflows has made it possible for us to understand where and when Guru is having an impact, but often times it takes close collaboration with our customers to understand what kind of an impact they hope Guru can have on their organization.

Here are some examples of measurable business value we’ve helped our customers achieve:

     ● 20% reduction in customer support handle time

     ● 76% increase in average deal size

     ● 67% reduction in new hire ramp time

     ● 62% reduction in time to first response

     ● 34% decrease in internal repeat questions asked

How has the Guru product evolved over time, leading to overall company growth?

Our evolution has been very organic, but dependent on our communication with customers and responsiveness to their feedback.

Initially, in early customer development, we recognized that sales teams felt the pain Guru alleviated very acutely, so we went to market as a sales enablement solution. Eventually we saw support teams using it more and saw that as a means to grow. As we started tackling both those use cases, our internal team needed to grow to support that.

Soon enough, companies that bought us for sales and support began to see use of the product across the entire company. We realized that there were many knowledge management dependencies within an organization across completely different subject matter expertise — from product to security to legal and finance.

As more and more departments started to use Guru, we started to notice a really exciting trend — people were building daily habits around Guru.

Because of the high engagement in our product, and because we were built into all the places these teams were already working, we were able to leverage artificial intelligence to recommended knowledge in-context.  

As the product evolved, so did our need to hire. From marketing to different technical skill sets, such as data science and engineering, we needed to grow with our increasingly complex buyers. We’ve also segmented the teams across product marketing, product management, UX and dev to focus on specific personas, ensuring we’re in tune with those different use cases and building the best solution possible for every team that could use Guru.

Moving forward, our goal is to double in size.

What do you look for during your hiring process?

Our interview process is thorough, including take home exercises in many cases. The goal here is that once hired, someone has already demonstrated they can do the work and can operate somewhat autonomously. This also gives candidates the opportunity to get a sense of the work they’ll be doing on a day-to-day basis, and whether or not this role will be one they’ll enjoy. We are also always on the lookout for people who can think differently about an old problem, as that is very much what we are doing here at Guru.

For many technical roles, we  tend to hire people with non-trad backgrounds; musicians, history majors, people who’ve just graduated from a coding bootcamps. We like to see that candidates are creative and fit our cultural values. This is especially critical for our customer-facing roles.

When we’re hiring, we want to see who is being deliberate about researching Guru. Tell us, genuinely and specifically, why you want to work at Guru.

What is the internal culture like?

Our culture is a living and breathing thing. We’ve been intentional about acknowledging our culture on a daily basis. We’ve got a Slack channel dedicated to values and action, and then hold a town hall to recognize people who bring those to life.

As we continue to grow, we’ve put a lot of emphasis on diversity and inclusion. But again, these aren’t just words we throw around. We’ve been significantly invested, intentional and deliberate when building the most well-rounded team possible, and try to be as transparent as we can around how well (or not well) we might be doing.

For fun, we do a lot together as an office. We hold company-wide monthly outings, such as happy hours or taking everyone out to a restaurant. When the San Francisco team (about 15 people) comes to the Philly office each quarter, we take a half day for a team building activity, like axe throwing.

Here, there is always opportunity for growth. If you work hard, show your worth and take initiative, there’s an opportunity to do things you’re passionate about or build a role for yourself.

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