Founding Account Executive

About the role

We're hiring a Founding Account Executive to own and close foundational deals with trucking carriers. You'll work directly with the founders to build Hyperscale's sales motion from the ground up.

Responsibilities

• Sales and deal execution: Own the full sales cycle from discovery to close for enterprise and strategic mid-market accounts
• Navigate complex, multi-stakeholder sales processes involving operations, IT, procurement, and C-suite buyers
• Run compelling demos and ROI conversations that tie our agentic AI platform to concrete business outcomes
• Negotiate commercial terms, manage procurement processes, and close six- and seven-figure deals
• Build and manage a healthy pipeline to consistently hit and exceed quota
• Help define our sales methodology, qualification criteria, and deal progression framework
• Rewire our pitch, value propositions, and competitive positioning based on frontline conversations
• Experiment with pricing models, packaging, and contract structures to optimize for win rate and expansion
• Build sales collateral including decks, ROI calculators, case studies, and security/compliance materials
• Establish repeatable motions that will scale as we grow the sales team

Market development and partnerships

• Identify and pursue strategic accounts that represent high-value opportunities or reference potential
• Build relationships with key industry players, partners, and influencers in the trucking ecosystem
• Represent Hyperscale at industry conferences, customer events, and trade shows
• Provide market intelligence and competitive insights to inform product roadmap and positioning

Cross-functional collaboration

• Work closely with product and engineering teams to communicate customer needs and influence roadmap
• Partner with forward deployed engineers and customer success on seamless hand-offs and deployment planning
• Collaborate with marketing on demand generation, content, and field programs
• Contribute to hiring and mentoring future AEs as the sales team scales

Qualifications

• 3-6+ years of mid-market or enterprise sales experience, with a track record of consistently meeting or exceeding quota
• Demonstrated success selling complex technical products (ideally B2B SaaS) into enterprise accounts
• Experience managing full sales cycles with deal sizes of $100K+ ARR
• Strong technical aptitude and ability to understand and articulate sophisticated product capabilities
• Excellent storyteller who can translate technical features into business value and ROI
• Skilled at navigating complex organizations and building relationships with diverse stakeholders
• Self-starter with high ownership - you build process, don't just follow it. Cold calling, generating outreach, building relationships excites you
• Comfortable with ambiguity and rapid iteration in a fast-moving startup

Skills

• Experience selling AI/ML products or other emerging, category-defining technologies
• Background in logistics, trucking, fleet operations, supply chain, or adjacent industries
• Prior work at an early-stage startup or as a founding sales hire
• Experience selling into operations-heavy or field service organizations
• Network or relationships within the trucking/logistics industry
• Track record of building sales processes and playbooks from scratch
• Awards for top achievement (President’s club, Winner’s circle, Top 10%)
• Experience public speaking in front of executive level personas
• Passion in closing large, complex deals

Benefits

Direct access to founders, product, and customers with immediate impact on strategy

Pay

To be determined

Schedule

Full-time