Account Executive at Athlete to Athlete (Santa Monica, CA)Account Executive

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.

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.

- 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.

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.

- 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.

- Join one of the fastest-growing sports technology companies in the country, at the stage where your work shows up in the numbers.

- Sell a product you'll believe in: every deal you close puts a young athlete with a mentor who's lived their path.

- Get hands-on coaching from experienced sales leaders, with call reviews and a real development plan.

- Grow with a team that's scaling fast — the AEs who join now define what the team becomes.

- Earn uncapped commission and equity alongside a high-growth startup.

Athlete to Athlete is an Equal Opportunity Employer.  We are committed to providing a workplace free from discrimination and harassment.  We do not discriminate on the basis of legally protected characteristics under applicable federal, state or local law.

Athlete to Athlete is also committed to providing reasonable accommodations to qualified candidates and employees with disabilities. If you need a reasonable accommodation during the application or interview process, please let the recruiter know.

We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses and identifying potential inconsistencies or verification signals in application materials based on available information. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.