Founding Account Executive

Why This Role Exists

We have real early traction, but founder-led sales has a ceiling. We need someone who can turn that traction into a repeatable, scalable commercial motion. This is not a role where you inherit a mature playbook or a fat pipeline. You'll be the first dedicated seller at Bluejay, working directly with the founder to define how we sell, who we sell to, and what the commercial motion looks like as we scale.

What You'll Own

• Close, Full-Cycle: Build and own pipeline from scratch—can self-source, not just work what’s handed to you
• Sell to AI engineers, founders, and enterprise buyers deploying agents in production
• Translate technical product value into real business urgency
• Turn the founder-led sale into a documented, repeatable playbook
• Define sales stages, qualification criteria, and deal-progression standards
• Build CRM infrastructure and real forecasting discipline
• Partner with our founding SDR as pipeline scales, but never depend on it
• Own the Hard Parts of Enterprise: Navigate the full commercial gauntlet: security reviews, procurement, and legal redlines
• Shape competitive and POC strategy, including evaluation frameworks that show off where Bluejay wins
• Close with clear success criteria and set the foundation for expansion and retention

Who You Are

• A builder-seller who has created pipeline from zero and carries a number like it's personal
• Can hold a credible conversation about our world—simulation, evals, observability, what happens when an AI agent fails in production
• Translates technical value into business urgency without losing the technical buyer
• Comfortable owning commercial complexity: security reviews, procurement, and legal redlines don’t scare you
• Think in systems, not just deals
• Highly autonomous, adaptable, and coachable, with real comfort in a no-playbook environment

Core Traits

• AI-native in how you work
• Scrappy and resourceful
• Comfortable being wrong quickly

Desirable Quirks

• Physically cringes at a stalled deal or a sloppy pipeline
• Has strong opinions about what actually moves a buyer
• Loves a clean, honest CRM and tight forecasting
• Reads the room better than the script
• Thinks selling is part discovery, part teaching, part timing

Experience That Matters

• 3–5 years of full-cycle closing experience
• Time in an early-stage or no-playbook environment
• Demonstrated ability to self-source pipeline
• Comfort selling technical or infrastructure products to technical buyers
• Experience navigating enterprise procurement and security review
• Former founder, or early/founding seller somewhere before

What This Is Not

• A "work the leads handed to you" role
• A single-stage or SDR seat
• A late-stage, highly specialized position
• For someone who needs rigid structure