Account Executive, Digital Native

About the role

We are seeking an Account Executive, Digital Native to join our team in San Francisco. This is a fundamental hunter role focused on driving new business across a large, dynamic Digital Native market. The ideal candidate will have 3+ years of quota-carrying AE experience, preferably in selling infrastructure, developer tools, cloud services, or technical SaaS to engineering-driven organizations. Key responsibilities include driving revenue, prospecting, qualifying, and closing net-new opportunities, running a structured sales process, and collaborating with our founders, engineers, and solutions team to deliver value and build repeatable motions.

Responsibilities

• Drive revenue across a large Digital Native territory
• Possess a structured, value-driven sales process from first outbound to close and handoff
• Multithread across ICs, engineering leadership, platform teams, DevOps, and C-level buyers
• Own end-to-end pipeline generation
• Build your own pipeline through outbound, targeted campaigns, and creative prospecting
• Leverage product signals, usage patterns, and founder/VC networks to identify high-potential accounts
• Sell a deeply technical product
• Partner with solution engineers to run technical discovery, demos, and POCs
• Understand CI workloads, cloud cost architecture, competitive alternatives, and performance-based differentiation
• Navigate engineering-centric buying motions with a consultative, value-driven approach
• Execute with excellence
• Develop and present persuasive value propositions tailored to engineering leaders and founders
• Negotiate SaaS and infrastructure contracts with procurement and technical stakeholders
• Forecast accurately and manage a high-velocity pipeline with discipline
• Collaborate cross-functionally
• Work with product to inform roadmap decisions based on customer needs
• Provide crisp market feedback to help refine messaging, positioning, and playbooks
• Help define and evolve our Digital Native GTM motion as an early team member

Requirements

• 3+ years of quota-carrying AE experience
• Preferably selling infrastructure, developer tools, cloud services, or technical SaaS to engineering-driven organizations
• A true hunter
• You love net-new logo acquisition, building your territory, and finding creative paths into high-growth companies
• Know how to sell to engineering & technical buyers
• You’re credible in deeply technical conversations and understand CI/CD, cloud optimization, DevOps workflows, or similar domains
• Operate with a builder’s mindset
• You want to influence how a sales motion is developed — not just follow one
• Use modern sales methodologies
• Experience with MEDDICC, Challenger, command of the message, or similar frameworks
• Communicate with clarity and confidence
• You can simplify complex infrastructure narratives and tailor them to founders, platform teams, or CTOs
• Move fast, follow up relentlessly, and enjoy the chase
• Digital Natives expect speed — you thrive in it

Bonus points

• Experience selling into Digital Native or startup ecosystems
• Familiarity with PLG-adjacent signals, cloud economics, or CI/CD pipelines
• Entrepreneurial background (side projects, early-stage startups, etc.)
• Ability to build repeatable processes from scratch

Compensation & Benefits

• Competitive base salary + meaningful equity
• Medical, dental, and vision insurance
• 401K match
• Unlimited PTO
• Early-exercise stock options
• 12 weeks fully paid parental leave (U.S.)
• Annual offsite
• Compensation Range: $180K - $240K