{"id":596266,"url":"https://alion.io/job/blacksmith-account-executive-digital-natives","title":"Account Executive, Digital Natives","company":{"id":19767,"name":"Blacksmith","domain":"blacksmith.sh","url":"https://alion.io/company/blacksmith-sh","size_band":"51-200","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Ashby","truth_index":{"grade":"A","score":88,"open_postings":18,"ghost_share":0.111,"stale_share":0,"repost_share":0,"time_to_fill_p50_days":147,"computed_at":"2026-11-05T05:54:30Z"}},"role":"Sales","role_family":"Sales","seniority":"middle","employment_type":"full_time","work_mode":"on_site","remote_scope":null,"remote_scope_basis":null,"remote_working_hours":null,"hiring_geo_confidence":"structured","locations":["San Francisco, United States"],"countries":["US"],"hiring_countries":[],"hiring_countries_total":0,"salary":null,"salary_estimate":{"min_usd":101000,"max_usd":222000,"period":"year","method":"role_seniority_country_remote_cell","sample_n":2720},"experience_years_min":3,"visa_sponsorship":false,"relocation_package":false,"has_equity":true,"technologies":[{"name":"CI/CD","optional":false},{"name":"GitHub Actions","optional":false},{"name":"Zapier","optional":false}],"status":"live","first_seen_at":"2026-08-14T19:48:26Z","employer_posted_date":"2026-08-14","last_verified_at":"2026-11-05T14:59:22Z","board_verified":true,"closed_at":null,"days_open":82,"trust":{"level":"ok","repost_count":0,"flags":["company_stale"],"days_open":82},"description":"About Blacksmith\nWe started by building infrastructure to run CI workloads really fast. Our first product helps companies run GitHub Actions substantially faster and cheaper by owning and operating our own global fleet of bare-metal machines rather than renting generic cloud VMs.\n\nToday, we orchestrate tens of millions of Firecracker VMs each week, running CI for 7,000+ companies and tens of millions in ARR. We’ve grown 10x so far in 2026.\n\nWe operate thousands of bare-metal machines across multiple regions, regularly schedule 100k+ vCPUs concurrently, and run a petabyte-scale Ceph cluster that we manage ourselves.\n\nWe’ve raised $58.5M from Seed to Series B, led by Google Ventures (GV) & Peak XV Partners, and we’re intentionally building a small, but exceptional team.\n\nBlacksmith was founded by a team with deep systems and scaling experience, including building search/ads infrastructure at Faire, and operating large distributed systems at Cockroach Labs. Our GTM is led by Jon Boyer, formerly Head of Sales at Zapier.\n\nWe're now extending the same CI infrastructure into a broader platform: running agent sandboxes at scale and building our own background coding agent on top of it.\n\nAbout the Role\nAs an Account Executive, Digital Native, you'll own new business across a territory of high-growth, engineering-driven companies.\nThis 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.\nOur 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.\nYou'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.\nWhat You'll Do\nBuild and close your territory\nOwn a territory of high-growth, engineering-driven companies from prospecting through close.\n\nIdentify the accounts where Blacksmith can have the greatest impact and develop a point of view on how to win them.\n\nBuild relationships across engineering, platform, DevOps, finance, and executive stakeholders.\n\nRun a disciplined sales process from initial conversation through evaluation, commercial negotiation, and close.\n\nGenerate your own pipeline\nCreate pipeline through targeted outbound, creative prospecting, events, referrals, and your own network.\n\nUse product signals, engineering growth, cloud usage, funding, hiring, and other signals to prioritize the right accounts.\n\nFind creative ways into companies rather than relying on high-volume outbound.\n\nPartner with marketing and growth while maintaining ownership of your territory.\n\nSell a deeply technical product\nPartner with Solutions Engineers to run technical discovery, evaluations, and proof-of-concepts.\n\nDevelop a strong understanding of CI/CD, cloud infrastructure, developer workflows, and the economics of running compute at scale.\n\nUnderstand a customer's existing architecture and build a clear case for why Blacksmith should become part of their infrastructure.\n\nTranslate improvements in speed, reliability, developer productivity, and infrastructure cost into a compelling business case.\n\nRun great deals\nMultithread from individual engineers and platform teams to engineering leadership, founders, and CTOs.\n\nBuild champions and understand the technical, economic, and organizational drivers behind a purchase.\n\nNavigate security, procurement, legal, and commercial negotiations.\n\nMaintain strong pipeline hygiene and forecast accurately.\n\nHelp build the GTM motion\nBring customer and market feedback directly to product and engineering.\n\nHelp refine our messaging, qualification criteria, sales process, and playbooks.\n\nIdentify patterns in what's working and turn them into repeatable motions for the rest of the team.\n\nOperate like an owner. We're still early, and you'll have meaningful influence over how we build the sales organization.\n\nYou'll Be a Great Fit If You\nHave 3+ years of quota-carrying AE experience, ideally selling infrastructure, developer tools, cloud services, observability, security, or technical SaaS.\n\nHave a track record of consistently generating your own pipeline and winning net-new logos.\n\nAre comfortable selling to engineers and technical executives and can build credibility with highly technical buyers.\n\nAre curious enough to learn how the underlying technology actually works.\n\nKnow how to run a structured sales process while moving quickly when the customer is ready to move.\n\nCan navigate both bottom-up adoption and top-down enterprise buying motions.\n\nHave experience multithreading, building champions, and connecting technical value to business outcomes.\n\nCommunicate clearly and can make complicated infrastructure concepts easy to understand.\n\nHave high standards for preparation, follow-through, and pipeline discipline.\n\nWant to build. You'd rather help create the playbook than inherit one.\n\nBonus Points\nExperience selling into Digital Native, startup, or developer-first companies.\n\nExperience selling CI/CD, developer infrastructure, cloud infrastructure, observability, databases, security, or adjacent products.\n\nFamiliarity with GitHub Actions, CI pipelines, cloud economics, or developer productivity.\n\nExperience working in a PLG or product-led sales environment.\n\nYou've worked at an early-stage or hypergrowth company and understand the pace and ambiguity that comes with it.\n\nYou've built territories, outbound motions, or sales processes from scratch.\n\nCompensation & Benefits\nCompetitive base salary and uncapped commission\n\nMeaningful equity\n\nMedical, dental, and vision insurance\n\n401(k) match\n\nUnlimited PTO\n\nEarly-exercise stock options\n\n12 weeks of fully paid parental leave in the U.S.\n\nAnnual company offsite","description_format":"text","description_chars":6023,"description_truncated":false,"requirements":{"experience_years_min":3,"management_years_min":null,"team_size_min":null,"manages_managers":false,"education":null,"security_clearance":false,"languages":[]},"benefits":["Equity","Parental leave","Stock options","Unlimited PTO","Vision insurance"],"hiring_locations":[],"hiring_excludes":[],"relocation_offered":false,"industries":["DevOps & Platform Engineering","Cloud Platforms (IaaS & PaaS)"],"lifecycle":[{"event":"open","at":"2026-09-10T16:00:21Z"}],"visa":[],"liveness":{"score":60,"band":"ok","label":"Likely open","p_open":1,"p_active":0.831,"p_room":0.72,"age_days":82,"expected_fill_days":147,"reasons":["conf:1","win:mid","crowd:"],"computed_at":"2026-11-05T05:54:30Z"},"pay":null,"html_url":"https://alion.io/job/blacksmith-account-executive-digital-natives","json_url":"https://alion.io/job/blacksmith-account-executive-digital-natives.json","meta":{"generated_at":"2026-11-05T18:33:02Z","cache_seconds":300,"methodology":"https://alion.io/methodology","terms":"https://alion.io/terms","contact":"https://alion.io/contact","api":"https://alion.io/developers","about":"Alion is a live layer of people, companies and AI agents: who they are, whether they are real and active right now, what they do and how to work with them, readable by people and by agents and paid per call.","catalog":"https://alion.io/catalog.json","usage":{"tier":"crawler_verified","counted_by":"address","units_charged":1,"used_today":24517,"day_limit":null,"remaining_today":null,"minute_limit":300,"resets_at":"2026-11-06T00:00:00Z"}},"offers":[{"id":"company.slices","title":"One company in depth, by slice","status":"live","price":{"credits":0.02,"usd":0.002,"plus_per_slice":{"credits":0.05,"usd":0.005}},"unit":"per company, plus each slice with data","note":"the employer in depth","call":{"mcp_tool":"get_company","arguments":{"id":19767},"rest":"https://alion.io/mcp/rest/get_company?id=19767"},"human":"https://alion.io/catalog?offer=company.slices&for=job%2Fblacksmith-account-executive-digital-natives"},{"id":"market.stats","title":"A market slice: pay, demand and time to fill","status":"live","price":{"credits":1,"usd":0.1},"unit":"per slice","note":"pay, demand and time to fill for this role and place","call":{"mcp_tool":"market_stats"},"human":"https://alion.io/catalog?offer=market.stats&for=job%2Fblacksmith-account-executive-digital-natives"},{"id":"job.search","title":"Open jobs by role, technology, place, pay and visa","status":"live","price":{"credits":0.02,"usd":0.002},"unit":"per posting in a list","note":"similar open postings","call":{"mcp_tool":"search_jobs"},"human":"https://alion.io/catalog?offer=job.search&for=job%2Fblacksmith-account-executive-digital-natives"},{"id":"company.verify","title":"Is this company real and active right now","status":"pilot","price":null,"unit":"per company","request":{"url":"https://alion.io/catalog/request","method":"POST","body":"{\"offer\": \"company.verify\", \"for\": \"job/blacksmith-account-executive-digital-natives\", \"note\": \"what you need it for\"}"},"human":"https://alion.io/catalog?offer=company.verify&for=job%2Fblacksmith-account-executive-digital-natives"}],"agent":{"mcp":"https://alion.io/mcp/jobs","mcp_open":"https://alion.io/mcp/open","next":[{"tool":"get_job","arguments":{"id":596266}},{"tool":"search_jobs","arguments":{"company":"blacksmith.sh","detail":"compact"}},{"tool":"match_people","arguments":{"job_id":596266},"note":"people open to offers who fit this vacancy"}],"note":"The same data through MCP tools: https://alion.io/mcp/open needs no sign-in (compact searches, postings, people); https://alion.io/mcp with an Alion account has everything. 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