Role and Responsibilities
Loti is redefining the Generative AI and digital identity landscape and we’re looking for a relentless, well connected, deeply experienced, revenue-hungry Account Executive to help us succeed. This is a hunter role. You won’t be handed a warm pipeline or an existing playbook. You’ll build both from zero.
Reporting directly to the CEO, you will own new account acquisition across generative AI platforms, consumer brands, entertainment studios, agencies, and IP rights holders. You’ll personally source, pursue, structure, and close multi-million dollar enterprise deals and then build the repeatable engine that scales what you prove out. This is a 0-to-1 opportunity in the truest sense: you’re not inheriting a function, you’re creating one.
What You'll Do
Build the Pipeline from Zero
- Own new logo acquisition as your primary mandate — outbound prospecting, cold outreach, warm network activation, and event-driven pipeline generation
- Set and own revenue and partnership targets from Day 1, with full accountability for deal velocity, conversion, and closed ARR
- Design the Sales/BD playbook — ICP definition, outreach sequences, qualification frameworks, deal stages — where none currently exists
Hunt and Close Enterprise Deals
- Lead the full sales cycle end-to-end: identify, qualify, pitch, negotiate, structure, and execute complex commercial agreements with GenAI platforms, consumer brands, entertainment studios, agencies, and media companies
- Navigate multi-stakeholder enterprise environments, gaining CxO-level sponsorship and driving deals to close without losing momentum
- Structure licensing, integration, and brand partnership agreements that create durable revenue and strategic value for Loti
Own the 0-to-1 Sales/BD Function
- Build Sales/BD infrastructure from scratch: CRM hygiene, pipeline reporting, partnership templates, co-sell motions, and launch playbooks
- Operationalize partnerships post-signature — aligning product, engineering, and GTM on both sides to deliver on complex enterprise agreements
- Establish repeatable processes that allow Loti to scale from the first few lighthouse accounts to a predictable revenue engine
Architect Brand & Technical Partnerships
- Design brand partnerships that unlock new advertising possibilities in the GenAI era — pioneering commercial models that others will follow
- Identify and pursue technical integration opportunities with GenAI platforms, cloud providers, and ecosystem partners that expand Loti’s distribution and defensibility
- Act as the primary liaison between partner product and engineering teams and Loti’s internal technical leaders and translate commercial intent into executable integration specs
- Partner with the CEO to prioritize the highest-impact partnership and M&A opportunities, refine monetization models, and expand executive relationships
Who You Are
- Hunter, not a farmer. Your track record is defined by new logos and new markets — not account maintenance. You’re energized by the blank page, not intimidated by it
- Proven 0-to-1 operator. You’ve built an enterprise sales and/or Business Development function at an early-stage tech or AI company, created the playbook, closed the first major deals, and lived to tell the story
- 10+ years of proven success in enterprise sales, business development or strategic alliances within technology, AI, media, or entertainment. You’ve closed multi-million dollar deals that required CxO sign-off and delivered measurable revenue outcomes
- Deeply comfortable with ambiguity. You don’t wait for perfect information or a fully built product. You sell vision, build trust, and structure deals that create momentum
- Strong grasp of IP, licensing, and digital content frameworks. You’ve negotiated complex agreements involving rights, licensing, or data, ideally within entertainment, media, or AI contexts
- Technically fluent enough to earn respect in the room. You can hold substantive conversations about API integrations, AI/ML platforms, and cloud-based data architectures without needing a technical handler
- Elite communicator and closer. You’re credible at the C-suite level, can simplify complex deals into compelling narratives that create value for all parties involved, and you know how to get to yes
- Scrappy and resourceful. You’ve worked with lean resources, moved fast, and found creative paths to get deals done — without a big brand or established brand behind you
- Interest in ethical AI and how the intersection of media, entertainment, politics and technology industries are shaping the future
Ideal Candidate Profile (Nice to have but not required)
- JD, MBA, or equivalent exposure to commercial and IP negotiation
- Experience at a Series A/B AI or emerging tech company, ideally as a founding or early Sales/BD hire
- Trusted network within major technology and AI platforms (Meta, Google, TikTok, Ebay, Adobe, OpenAI, Anthropic, ByteDance…), entertainment (CAA, WME, UTA…), politics, gaming (Roblox, EA, Epic, Take-Two…), media (Disney, Universal, Warner Bros/Paramount…), consumer brands (Nike, Sephora, Porche, SKIMS, Rolex…)
- Background in digital rights management, AI ethics, deepfake policy, or platform governance
- Experience with entertainment law or licensing agreements
- Familiarity with GenAI platform ecosystems (OpenAI, Adobe, Stability AI, Midjourney…) and how they contract with rights holders
What We Offer
- Dynamic, high-performance, ambitious culture where highly accountable individuals are empowered to take ownership, deliver impact and drive results
- Competitive compensation - open to FTE or 1099 Contract role
- Equity package with meaningful ownership - this role is early enough where ownership matters
- Health, dental, vision and 401k matching benefits
- Direct impact on the trajectory of a mission-driven company
- Experience working at an AI company operating at the intersection of tech and culture
Loti AISan Francisco, CA
