Account Executive, Digital Natives

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. You'll be responsible for building pipeline, breaking into high-potential accounts, running technical sales cycles, and closing net-new customers. Our buyers are engineers, platform teams, engineering leaders, founders, and CTOs. You'll need to be comfortable selling a deeply technical product, understanding how customers build and ship software, and connecting infrastructure performance to meaningful business outcomes. You'll work closely with our Solutions Engineers, founders, product, and engineering teams. As an early member of the GTM organization, you'll also help shape how we sell, where we focus, and how we scale the Digital Native motion.

Responsibilities

• Own a territory of high-growth, engineering-driven companies from prospecting through close.
• Identify the accounts where Blacksmith can have the greatest impact and develop a point of view on how to win them.
• Build relationships across engineering, platform, DevOps, finance, and executive stakeholders.
• Run a disciplined sales process from initial conversation through evaluation, commercial negotiation, and close.
• Generate pipeline through targeted outbound, creative prospecting, events, referrals, and your own network.
• Use product signals, engineering growth, cloud usage, funding, hiring, and other signals to prioritize the right accounts.
• Find creative ways into companies rather than relying on high-volume outbound.
• Partner with marketing and growth while maintaining ownership of your territory.
• Partner with Solutions Engineers to run technical discovery, evaluations, and proof-of-concepts.
• Develop a strong understanding of CI/CD, cloud infrastructure, developer workflows, and the economics of running compute at scale.
• Understand a customer's existing architecture and build a clear case for why Blacksmith should become part of their infrastructure.
• Translate improvements in speed, reliability, developer productivity, and infrastructure cost into a compelling business case.