# Account Executive, Digital Native
**Company:** [Blacksmith](https://hotfix.jobs/companies/blacksmith)
**Location:** San Francisco, CA
**Salary:** $180K-$240K
**Experience:** 3+ years
**Skills:** CI/CD, DevOps, MEDDICC, Challenger, Cloud Optimization, SaaS Sales, Infrastructure Sales, Developer Tools, Sales Methodologies, Pipeline Management
**Posted:** 2025-12-19
> 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.
## Job Description
## 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
**Apply:** https://hotfix.jobs/jobs/account-executive-digital-native-at-blacksmith-513efa04-09d0-4d82-8e05-87b242204429
**Canonical:** https://hotfix.jobs/jobs/account-executive-digital-native-at-blacksmith-513efa04-09d0-4d82-8e05-87b242204429