Account Executive, Digital Natives

About the company

Blacksmith builds infrastructure to run CI workloads at scale. Our first product accelerates GitHub Actions by operating a global fleet of bare-metal machines, reducing cost and increasing speed compared to generic cloud VMs. Today we orchestrate tens of millions of Firecracker VMs weekly for 5,000+ companies, generating ~$50M ARR in 2.5 years and growing revenue 5x since the start of 2026. We manage thousands of bare-metal servers across multiple regions, schedule 100k+ concurrent vCPUs, and operate a petabyte-scale Ceph cluster in-house. Backed by $58.5M from Seed to Series B (led by GV and Peak XV), we’re intentionally building a small, exceptional team. Founders bring deep systems experience from Faire, Cockroach Labs, and large-scale distributed systems; GTM is led by the former Head of Sales at Zapier. We’re now extending our CI infrastructure into a broader platform for agent sandboxes and a background coding agent.

About the role

As an Account Executive (Digital Native), you’ll own new business across a territory of high-growth, engineering-driven companies. This is a hunter role focused on building pipeline, breaking into high-potential accounts, running technical sales cycles, and closing net-new customers. Buyers include engineers, platform teams, engineering leaders, founders, and CTOs. You’ll need to sell a deeply technical product, understand how customers build and ship software, and connect infrastructure performance to business outcomes. As an early GTM team member, you’ll help shape sales strategy, focus areas, and scaling motions.

Responsibilities

• Own a territory of high-growth, engineering-driven companies from prospecting through close, identifying accounts where Blacksmith can have the greatest impact and developing a point of view on how to win them.
• Build relationships across engineering, platform, DevOps, finance, and executive stakeholders, running a disciplined sales process from initial conversation to evaluation, negotiation, and close.
• Generate pipeline through targeted outbound, creative prospecting, events, referrals, and your network, using product signals, engineering growth, cloud usage, funding, and hiring data to prioritize accounts.
• Partner with Solutions Engineers to run technical discovery, evaluations, and proof-of-concepts, developing a strong understanding of CI/CD, cloud infrastructure, developer workflows, and compute economics.
• Understand customer architectures and build a clear case for adopting Blacksmith, translating speed, reliability, developer productivity, and cost improvements into a compelling business case.
• Multithread from individual engineers and platform teams to engineering leadership, founders, and CTOs, building champions and navigating security, procurement, legal, and commercial negotiations.
• Maintain strong pipeline hygiene and forecast accurately, bringing customer and market feedback to product and engineering teams to refine messaging, qualification criteria, and sales playbooks.
• Identify successful patterns and turn them into repeatable motions for the team, operating like an owner to shape the sales organization.

Qualifications

• 3+ years of quota-carrying AE experience, ideally selling infrastructure, developer tools, cloud services, observability, security, or technical SaaS.
• Track record of consistently generating your own pipeline and winning net-new logos.
• Comfort selling to engineers and technical executives, building credibility with highly technical buyers.
• Curiosity to learn how underlying technology works and ability to run a structured sales process while moving quickly when customers are ready.
• Experience navigating both bottom-up adoption and top-down enterprise buying motions, multithreading, building champions, and connecting technical value to business outcomes.
• Clear communication skills, able to simplify complex infrastructure concepts.
• High standards for preparation, follow-through, and pipeline discipline.
• Preference for building and creating playbooks rather than inheriting them.

Bonus points

• Experience selling into Digital Native, startup, or developer-first companies.
• Experience selling CI/CD, developer infrastructure, cloud infrastructure, observability, databases, security, or adjacent products.
• Familiarity with GitHub Actions, CI pipelines, cloud economics, or developer productivity.
• Experience in PLG or product-led sales environments.
• Worked at an early-stage or hypergrowth company, comfortable with pace and ambiguity.
• Built territories, outbound motions, or sales processes from scratch.

Benefits

• Competitive base salary and uncapped commission.
• Meaningful equity with early-exercise stock options.
• Medical, dental, and vision insurance.
• 401(k) match.
• Unlimited PTO.
• 12 weeks of fully paid parental leave in the U.S.
• Annual company offsite.