Founding Account Executive
About the Role
This is a founding commercial role at an early-stage AI infrastructure startup, where you will build the sales engine from the ground up alongside the CEO in a true category-creation market. There is no incumbent playbook here: you will define how a new category gets sold, land the lighthouse customers that establish the company in the market, and shape the go-to-market system through your field experience.
What You'll Do
Generate pipeline from scratch through scrappy outbound, network-driven opportunities, and high-conviction account engagement.
Engage architects, staff-level engineers, and platform teams early to understand architecture challenges, modernization goals, and organizational constraints.
Multi-thread across technical champions, engineering leadership, and executive sponsors to build deal-wide alignment.
Partner with a Solutions Architect to translate technical validation and proof-of-value work into decision-grade artifacts.
Convert technical proof into clear business narratives, including BVAs, ROI, velocity, and risk reduction, to move deals forward.
Structure and drive proof-of-value engagements with clear success criteria and mutual action plans.
Partner closely with the CEO to secure executive alignment and drive deals to close.
Feed high-fidelity market intelligence back into product, positioning, and go-to-market strategy.
What We're Looking For
6 to 10 years of enterprise SaaS sales experience with full-cycle ownership, from pipeline generation through closing.
Demonstrated success generating pipeline and closing net-new business in emerging or category-creation markets.
Experience selling infrastructure, cloud, AI/ML, DevTools, data platforms, or other architecture-level technology to technical buyers.
Proven ability to navigate multi-stakeholder enterprise buying processes involving technical champions, CTOs, VPs of Engineering, and platform leadership.
Credibility to engage confidently with architects, principal engineers, and engineering leadership.
Experience operating in early-stage or founder-led environments where GTM systems and sales playbooks were still being defined.
Consultative and diagnostic mindset: you frame situations before pitching and bring structure to ambiguous problems.
Experience converting product-led usage and intent signals into structured enterprise sales processes.
High grit and comfort operating in 0 to 1 environments with undefined processes and real ambiguity.
Exposure to modern cloud-native ecosystems, including hyperscalers, data platforms, developer infrastructure, or AI platforms, is a plus.
Location
Fully remote. Primary location is New York, NY, United States. Visa sponsorship is not available; candidates must be eligible to work in the United States.