# Account Executive, Digital Natives

**Company:** [Blacksmith](https://hotfix.jobs/companies/blacksmith)
**Location:** San Francisco, CA
**Role:** Account Executive
**Experience:** 3+ years
**Skills:** CI/CD, Cloud Infrastructure, GitHub Actions, DevOps, cloud economics, developer productivity, Observability, Databases, Security, proof of concepts
**Posted:** 2026-08-14

> Own new business across high-growth, engineering-driven companies by generating pipeline, leading technical sales cycles, and closing net-new infrastructure customers. The role requires quota-carrying AE experience, technical credibility with engineers and executives, and strong outbound and deal-management skills.

## Job Description

## Responsibilities

- Own a territory of high-growth, engineering-driven companies from prospecting through close.
- Identify high-impact accounts and develop strategies to win them.
- Build relationships across engineering, platform, DevOps, finance, and executive stakeholders.
- Run sales processes from initial conversations through technical evaluation, commercial negotiation, and close.
- Generate pipeline through targeted outbound, creative prospecting, events, referrals, and personal networks.
- Use product signals, engineering growth, cloud usage, funding, and hiring data to prioritize accounts.
- Partner with marketing and growth while maintaining territory ownership.
- Partner with Solutions Engineers on technical discovery, evaluations, and proof-of-concepts.
- Understand CI/CD, cloud infrastructure, developer workflows, and the economics of compute at scale.
- Translate improvements in speed, reliability, developer productivity, and infrastructure cost into business cases.
- Multithread across engineers, platform teams, engineering leadership, founders, and CTOs.
- Build champions and navigate technical, economic, organizational, security, procurement, legal, and commercial considerations.
- Maintain pipeline hygiene and forecast accurately.
- Bring customer and market feedback to product and engineering.
- Help refine messaging, qualification criteria, sales processes, and playbooks.
- Identify repeatable sales patterns and operate as an owner in an early-stage GTM organization.

## Requirements

- 3+ years of quota-carrying Account Executive experience, ideally selling infrastructure, developer tools, cloud services, observability, security, or technical SaaS.
- Track record of consistently generating pipeline and winning net-new logos.
- Ability to sell to engineers and technical executives and build credibility with technical buyers.
- Curiosity and ability to learn how underlying technology works.
- Experience running structured sales processes while moving quickly when appropriate.
- Experience with both bottom-up adoption and top-down enterprise buying motions.
- Experience multithreading, building champions, and connecting technical value to business outcomes.
- Clear communication skills and ability to explain complex infrastructure concepts.
- Strong preparation, follow-through, and pipeline discipline.
- Interest in building sales playbooks and processes in an early-stage environment.

## Nice-to-haves

- Experience selling to digital-native, startup, or developer-first companies.
- Experience selling CI/CD, developer infrastructure, cloud infrastructure, observability, databases, security, or adjacent products.
- Familiarity with GitHub Actions, CI pipelines, cloud economics, or developer productivity.
- Experience in a product-led growth environment.
- Experience at an early-stage or hypergrowth company.
- Experience building territories, outbound motions, or sales processes from scratch.

## Compensation and Benefits

- Competitive base salary and uncapped commission.
- Meaningful equity.
- Medical, dental, and vision insurance.
- 401(k) match.
- Unlimited PTO.
- Early-exercise stock options.
- 12 weeks of fully paid parental leave in the U.S.
- Annual company offsite.

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