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Blacksmith

Account Executive, Digital Native

Drives new business acquisition for high-growth digital native companies by owning the full sales cycle, from outbound prospecting to closing deals with engineering and executive buyers. Requires 3+ years quota-carrying experience selling technical SaaS or infrastructure, with a hunter mindset and credibility in CI/CD and DevOps discussions.

180k – 240kSan Francisco, CAAccount ExecutiveOnsite3+ YOE
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About the role

What You’ll Do

  • Drive revenue across a large Digital Native territory
  • Prospect, identify, qualify, and close net-new opportunities
  • Run a structured, value-driven sales process from first outbound to close and handoff
  • Multithread across ICs, engineering leadership, platform teams, DevOps, and C-level buyers
  • Own end-to-end pipeline generation
  • Build your own pipeline through outbound, targeted campaigns, and creative prospecting
  • Leverage product signals, usage patterns, and founder/VC networks to identify high-potential accounts
  • Sell a deeply technical product
  • Partner with solution engineers to run technical discovery, demos, and POCs
  • Understand CI workloads, cloud cost architecture, competitive alternatives, and performance-based differentiation
  • Navigate engineering-centric buying motions with a consultative, value-driven approach
  • Execute with excellence
  • Develop and present persuasive value propositions tailored to engineering leaders and founders
  • Negotiate SaaS and infrastructure contracts with procurement and technical stakeholders
  • Forecast accurately and manage a high-velocity pipeline with discipline
  • Collaborate cross-functionally
  • Work with product to inform roadmap decisions based on customer needs
  • Provide crisp market feedback to help refine messaging, positioning, and playbooks
  • Help define and evolve our Digital Native GTM motion as an early team member

You’ll Be a Great Fit If You

  • Have 3+ years of quota-carrying AE experience. Preferably selling infrastructure, developer tools, cloud services, or technical SaaS to engineering-driven organizations
  • Are a true hunter. You love net-new logo acquisition, building your territory, and finding creative paths into high-growth companies
  • Know how to sell to engineering & technical buyers. You’re credible in deeply technical conversations and understand CI/CD, cloud optimization, DevOps workflows, or similar domains
  • Operate with a builder’s mindset. You want to influence how a sales motion is developed — not just follow one
  • Use modern sales methodologies. Experience with MEDDICC, Challenger, command of the message, or similar frameworks
  • Communicate with clarity and confidence. You can simplify complex infrastructure narratives and tailor them to founders, platform teams, or CTOs
  • Move fast, follow up relentlessly, and enjoy the chase. Digital Natives expect speed — you thrive in it

Bonus Points

  • Experience selling into Digital Native or startup ecosystems
  • Familiarity with PLG-adjacent signals, cloud economics, or CI/CD pipelines
  • Entrepreneurial background (side projects, early-stage startups, etc.)
  • Ability to build repeatable processes from scratch

Compensation & Benefits

  • Competitive base salary + meaningful equity
  • Medical, dental, and vision insurance
  • 401K match
  • Unlimited PTO
  • Early-exercise stock options
  • 12 weeks fully paid parental leave (U.S.)
  • Annual offsite

Skills

CI/CDDevOpsMEDDICCChallengerCloud OptimizationSaaS SalesInfrastructure SalesDeveloper ToolsSales MethodologiesPipeline Management

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