Founding Account Executive

What You’ll Do

• Create qualified pipeline through outbound efforts
• Lead discovery and qualification calls
• Own prospects from initial conversation through pilot, negotiation, and close
• Partner with FDEs during onboarding, kickoff, and deployment
• Maintain customer relationships and identify expansion opportunities
• Develop messaging, sales collateral, qualification criteria, and sales processes
• Translate customer feedback into useful insights for product and engineering
• Help shape how we hire, train, and structure the future GTM organization

What Success Looks Like

• Consistently creates and closes qualified pipeline
• Buys credibility with engineering and technical buyers
• Moves customers efficiently from discovery through deployment
• Identifies and closes expansion opportunities
• Improves the systems and messaging used throughout the sales process
• Takes ownership beyond an individual revenue target
• Helps turn early customer traction into a scalable commercial organization

What We’re Looking For

• At least one year of full-cycle sales experience spanning pipeline generation and closing
• Personally created outbound pipeline rather than relying entirely on SDRs or inbound
• Experience selling technical products to engineering or similarly technical buyers
• Experience selling to startups
• Familiarity with high-velocity, usage-based, or pay-as-you-go sales motions
• Strong written and verbal communication
• Ability to operate effectively without an established sales playbook
• Strong reasoning and the ability to explain why a sales approach succeeded or failed
• Genuine interest in meaningful ownership, equity, and company-building
• Willingness to work from our San Francisco office five days per week

Nice to Have

• Developer tools, infrastructure, data, or AI sales experience
• Founding AE or early GTM experience
• Experience working closely with technical implementation or deployment teams
• Evidence of resilience in difficult or ambiguous environments
• Independent or unusual thinking

Location

San Francisco, in office five days per week.

Compensation

Competitive base salary, performance-based variable compensation, and meaningful equity.