{"id":846466,"url":"https://alion.io/job/delphina-founding-account-executive","title":"Founding Account Executive","company":{"id":674840,"name":"Delphina","domain":"delphina.ai","url":"https://alion.io/company/delphina","size_band":"11-50","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Ashby","truth_index":{"grade":"B","score":75,"open_postings":3,"ghost_share":0,"stale_share":1,"repost_share":0,"time_to_fill_p50_days":null,"computed_at":"2026-11-04T06:34:25Z"}},"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":89000,"max_usd":197000,"period":"year","method":"role_seniority_country_remote_cell","sample_n":2720},"experience_years_min":3,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[{"name":"LLM","optional":false},{"name":"OpenAI","optional":false},{"name":"Databricks","optional":true},{"name":"dbt","optional":true},{"name":"Google BigQuery","optional":true},{"name":"Looker","optional":true},{"name":"Snowflake","optional":true},{"name":"Tableau","optional":true}],"status":"live","first_seen_at":"2026-01-19T05:40:01Z","employer_posted_date":"2026-01-19","last_verified_at":"2026-11-05T03:44:49Z","board_verified":true,"closed_at":null,"days_open":289,"trust":{"level":"stale","repost_count":0,"flags":["stale"],"days_open":289},"description":"Why This Role is Exciting\nDo you want to own revenue at an early-stage AI company, not just carry a quota?\n\nDo you like running real deals end-to-end, from first conversation through POV, close, and expansion?\n\nDo you want a role where your judgment directly shapes how a company wins, prices, and scales?\n\nAt Delphina, this role sits at the center of growth. You’ll own pipeline and deals, guide sophisticated buyers through high-stakes proof-of-value motions, and turn early wins into durable expansion. You’ll work directly with the founders and help define how we move from founder-led sales to a repeatable, scalable GTM engine.\nThis is not a traditional “run the script” AE role. It’s for someone who wants real ownership -- of customers, revenue, and the systems that turn early traction into a company.\nWhy This Market Matters\nMost companies have plenty of data but still struggle to answer their most important questions. Dashboards are brittle. Analytics is slow. Answers often require scarce data engineering time. And executives don’t trust results enough to act.\nDelphina helps teams answer complex, decision-critical questions quickly and reliably -- without long build cycles or heavy engineering lift. Our customers aren’t buying prettier charts. They’re deciding where to invest, what to stop, and how to grow.\nThat urgency creates real budgets, senior buyers, and expansion-driven deals -- the kind of market where strong AEs can build meaningful, repeatable revenue.\nWhy Delphina Will Win\nFounders and team with experience solving these problems at Uber, Google, Meta, OpenAI; educations from Stanford, Harvard, Princeton, Berkeley\n\nSupport and funding from world-class angels and VCs including Fei-Fei Li, Costanoa Ventures, and Radical Ventures\n\nAI-native technology designed for complex questions, not a bolt-on to pre-LLM analytics\n\nHands-on POVs that deliver value fast and create conviction\n\nFounder-led product and GTM with tight feedback loops\n\nEarly customer traction and a clear path to scaling revenue\n\nThe Role\nYour job: build pipeline, close deals, and turn early wins into expansion -- while helping define how we sell. You are the quarterback of the buying process. You own deal strategy, stakeholder coverage, commercial terms, and the path to a signed agreement.\nYou’ll own deals end-to-end: sourcing and qualifying opportunities, running discovery, guiding customers through POVs, building business cases, closing contracts, and identifying expansion paths. Along the way, you’ll help turn what works into repeatable sales plays, pricing intuition, and GTM systems that scale beyond founder involvement.\nThis role sits at the intersection of sales, value engineering, and early GTM strategy. It’s ideal for someone who wants quota-carrying responsibility and meaningful influence over how the company grows.\nWhat You’ll Be Responsible For\nPipeline & Deals\nBuild and maintain a healthy pipeline of mid-market (200-2,000 employee) or enterprise (2,000+ employees) customers, with a path toward enterprise expansion\n\nOwn deals from first conversation through close, with clear qualification and momentum\n\nDiscovery\nTurn vague customer interest into decision-relevant problems tied to real business outcomes\n\nIdentify buying committees, success criteria, and blockers early\n\nPOV Leadership\nYou own the commercial and decision strategy of the POV, while partnering with the Solutions Engineer as the technical and analytical lead.\n\nLead high-impact proof-of-value motions in partnership with solutions and product\n\nKeep POVs focused, urgent, and tied to a clear buying decision\n\nValue Engineering\nQuantify business impact and help customers build internal conviction and a buyer-ready business case\n\nYou ensure the business case lands with the right buyers; the Solutions Engineer ensures the analysis and proof are sound.\n\nExpansion\nDevelop strong customer relationships and identify new use cases, teams, and value opportunities post-close\n\nGTM Building\nPartner closely with founders to refine ICP, pricing intuition, qualification standards, and sales playbooks\n\nTurn early wins (and losses) into repeatable systems\n\nCommercial Leadership\nOwn pricing strategy, deal structure, and contract negotiations\n\nBalance speed, deal quality, and long-term expansion economics\n\nPartner with founders on pricing intuition and packaging decisions\n\nWhat We’re Looking For\nMust-Have\n3-5+ years of experience as a quota-carrying AE in B2B SaaS, ideally at fast-growing startups (Seed-Series C)\n\nProven track record of closing mid-market or enterprise deals with multiple stakeholders\n\nStrong discovery skills and comfort selling to both technical and business buyers\n\nAbility to lead complex sales cycles that include POVs, pilots, or evaluations\n\nComfort operating with ambiguity and building while selling\n\nHigh urgency and bias toward action\n\nClear, confident communicator -- written and verbal -- with senior leaders\n\nOwnership mindset: you take responsibility for outcomes, not just activities\n\nEnough technical fluency to lead technical buyers, ask the right questions, and partner effectively with Solutions Engineering\n\nYou use AI to build leverage (research, prep, follow-ups, systems), not just write emails\n\nNice-to-Have\nExperience selling analytics, data, or AI products (e.g., Snowflake, BigQuery, Databricks, dbt, Looker, Tableau)\n\nExperience selling deals that expand over time (land-and-expand motions)\n\nExperience helping build early sales playbooks, pricing intuition, or qualification frameworks\n\nThis Role Is Not\nA demo-only or order-taking sales role\n\nA narrowly scoped SDR-to-AE handoff machine\n\nA post-sales account management role\n\nA role where product, pricing, and GTM strategy are “already figured out”\n\nWhy This Role Is Special\nYou’ll help define how Delphina goes from founder-led sales to a real GTM engine\n\nYou’ll work directly with the founders on deals, strategy, and positioning\n\nYou’ll define how Delphina sells, then help hire and shape the AE team that follows. If you perform and have the right skills, there is ample opportunity for management roles as the company grows\n\nYou’ll sell a product that delivers real, provable value fast, and gain rare experience selling AI through POV-driven enterprise motions\n\nYou’ll build a foundation that can scale into a full sales org\n\nIndustry competitive base salary plus commission with uncapped upside\n\nGenerous equity as part of the founding GTM team","description_format":"text","description_chars":6452,"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"],"hiring_locations":[],"hiring_excludes":[],"relocation_offered":false,"industries":["Custom Software Development"],"lifecycle":[{"event":"open","at":"2026-09-13T00:56:46Z"}],"visa":[{"country":"US","licensed_sponsor":true,"evidence":"Filed H-1B visas in the last two years","filings_12m":0,"filings_prev_12m":1,"green_card_filings_12m":0,"median_offered_wage_usd":null,"route":null,"cap_exempt":false,"checked_at":"2026-10-29T16:27:21+00:00","sources":["US Department of Labor: LCA disclosure data (H-1B, H-1B1, E-3)"],"filings_for_role_12m":0}],"liveness":{"score":6,"band":"cold","label":"Long shot","p_open":1,"p_active":0.21,"p_room":0.28,"age_days":289,"expected_fill_days":29,"reasons":["conf:2","win:tail","crowd:"],"computed_at":"2026-11-04T06:34:25Z"},"pay":null,"html_url":"https://alion.io/job/delphina-founding-account-executive","json_url":"https://alion.io/job/delphina-founding-account-executive.json","meta":{"generated_at":"2026-11-05T05:07:50Z","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":6215,"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":674840},"rest":"https://alion.io/mcp/rest/get_company?id=674840"},"human":"https://alion.io/catalog?offer=company.slices&for=job%2Fdelphina-founding-account-executive"},{"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%2Fdelphina-founding-account-executive"},{"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%2Fdelphina-founding-account-executive"},{"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/delphina-founding-account-executive\", \"note\": \"what you need it for\"}"},"human":"https://alion.io/catalog?offer=company.verify&for=job%2Fdelphina-founding-account-executive"}],"agent":{"mcp":"https://alion.io/mcp/jobs","mcp_open":"https://alion.io/mcp/open","next":[{"tool":"get_job","arguments":{"id":846466}},{"tool":"search_jobs","arguments":{"company":"delphina.ai","detail":"compact"}},{"tool":"match_people","arguments":{"job_id":846466},"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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