Account Executive

Responsibilities

• Own the full enterprise sales cycle, from sourcing opportunities and discovery through technical validation, procurement, and close.
• Partner with Sales Engineering to build tailored demonstrations and guide customers through detailed evaluations of Fern’s documentation, SDK, CLI, and MCP products.
• Sell to technical and executive stakeholders, including engineering, platform, infrastructure, developer experience, and security leaders.
• Lead consultative deals focused on API adoption, developer experience, API governance, and agent-ready platforms.
• Build alignment across engineering, product, security, procurement, and executive leadership.
• Develop clear business cases, multi-thread stakeholder relationships, and disciplined evaluation processes.

Requirements

• 4+ years of B2B SaaS sales experience, owning opportunities from prospecting through close.
• Experience closing $30,000–$500,000+ ACV deals and managing complex, multi-stakeholder sales processes.
• Clear written and verbal communication skills, with the ability to earn trust with engineers and executives.
• Builder mentality and willingness to help define go-to-market strategy.
• Comfort operating in a fast-moving environment with significant ownership.
• Experience selling developer tools, API infrastructure, data infrastructure, cloud platforms, or other technical enterprise products.
• Understanding of API design, documentation, testing, and consumption, with the ability to discuss SDKs, GitHub workflows, CI/CD systems, CLIs, and MCP.

Compensation & Benefits

• Estimated compensation range: $200,000–$300,000 OTE, plus a competitive equity package.
• Compensation varies based on skills, qualifications, and experience.
• Full medical coverage.
• Flexible paid time off.
• Wellness reimbursement.
• Monthly lunch stipend.
• Team-building events and donation matching.
• In-person work five days per week for roles based in New York City and other company hubs.