Account Executive
About FirstPrinciples
FirstPrinciples is building AI to accelerate scientific discovery. Our core product is the Theo Platform, a research environment built to help researchers iterate faster, validate rigorously, and reach verified results they can trust.
We're a fast-growing, remote-first team of builders, researchers, engineers, and thinkers working across Canada, the US, the UK, and expanding globally. What brings us together is a shared curiosity about how the universe works, and a belief that we can build systems that help us explore it more effectively.
We spend our time working on questions that don't have clear answers, like how to design AI that can reason through scientific problems, and how the scientific process as a whole might evolve. This is work that sits somewhere between creativity and rigorous thinking, and often requires comfort with ambiguity and iteration. If you're someone who enjoys tackling big, abstract problems and exploring ideas that don't yet have a defined path forward, you'll likely find the work here interesting.
Why This Role Exists:
We’re building products to accelerate progress in physics - but that only matters if the right researchers discover them, understand how they work, and make the decision to adopt them. Besides building the technology, the challenge is earning the trust of researchers and institutions, and translating it into active usage and commercial relationships.
This role exists to lead that journey. You’ll work across the full sales lifecycle: from identifying and reaching out to researchers and organizations, to discovery, demos, evaluations, and close. You’ll help prospective users move from curiosity, to confidence that the platform can advance their research.
Your impact will directly shape who we serve, how we bring the product to market, and how quickly we build a repeatable path to adoption and revenue.
What You’ll Do:
Build relationships and pipeline across commercial R&D teams, industry researchers, research groups, national laboratories, and other personas
Own the end-to-end commercial lifecycle: from prospecting and qualification, to discovery, demos, proposals, and close
Conduct thoughtful, targeted outreach to physicists and research leaders, grounded in an understanding of their work and potential needs
Run technically credible discovery conversations and product demos that connect researchers’ goals to concrete product use cases
Help prospective customers structure pilot plans, establish success criteria, and build confidence in adopting the platform
Navigate multiple stakeholders across scientific, technical, administrative, procurement, and leadership functions
Build lightweight systems for outreach, qualification, account planning, CRM management, follow-up, and forecasting that can scale with the organization
Work closely with Research Partners to create a strong handoff from commercial agreement to onboarding, successful usage, and long-term adoption
Bring market feedback, objections, and emerging use cases back to product, research, and engineering
Own clear pipeline, conversion, and revenue goals while helping define our early sales playbook
Who You Are:
Strong background in physics or a closely related scientific field (A background in physics, or a related scientific field)
Genuinely interested in commercial work and motivated by helping scientific products reach the researchers who can benefit from them
Comfortable initiating conversations, prospecting into new organizations, and building relationships from the ground up
Able to understand complex research goals and translate technical capabilities into clear, credible value
Experience in consultative sales, business development, scientific partnerships, solutions consulting, research commercialization, or a similarly customer-facing role
Strong communicator who can lead discovery conversations, present compelling demonstrations, and move opportunities toward a decision
Persistent and highly organized, you follow through, maintain momentum, and are comfortable being accountable for measurable commercial outcomes
What You’ll Get:
The opportunity to work on foundational problems at the intersection of AI and physics
A high-trust, low-bureaucracy environment with real ownership
Remote-first work with flexibility in how you structure your day
Exposure to cutting-edge ideas across AI, scientific discovery, and emerging technologies
A culture that values curiosity, depth of thinking, and first-principles reasoning
The chance to contribute to work aimed at advancing fundamental science