Founding Account Executive
Own the full sales cycle for a technical AI monitoring product, selling to engineers, technical leaders, CTOs, and founders. The role requires strong discovery, technical curiosity, and the ability to build an enterprise sales motion from the ground up.
About the job
Responsibilities
- Own the full sales cycle, from outbound and discovery through evaluation, procurement, negotiation, and close.
- Build relationships with AI engineers, engineering leaders, CTOs, and technical founders.
- Run discovery to uncover technical pain and business urgency.
- Understand customers’ AI systems, production workflows, evaluation processes, and monitoring challenges.
- Partner with engineering during technical evaluations and pilots.
- Navigate security, legal, and procurement processes.
- Build repeatable outbound, discovery, qualification, and closing processes.
- Turn customer-conversation patterns into product, positioning, and go-to-market insights.
- Help define the ideal customer profile, sales motion, and future go-to-market team.
Requirements
- Proven ability to close technical B2B software deals.
- Experience selling to engineers, technical leaders, or other highly technical buyers.
- Strong discovery skills and genuine interest in understanding customer systems.
- Ability to translate technical pain into clear business impact.
- Curiosity, low ego, and comfort acknowledging what you do not know.
- Ability to become credible on APIs, infrastructure, AI systems, and developer workflows.
- Comfort operating quickly with ambiguity and incomplete information.
- Willingness to prospect, build processes, unblock deals, and take on varied responsibilities.
- Interest in AI products and developer tools, ideally through prior work or hands-on use.
- Must work in person in San Francisco or be willing to relocate.
Nice to Have
- Background in developer tools, observability, infrastructure, cloud, data, security, APIs, or AI/ML tooling.
- Experience as a technical founding account executive or sales engineer who transitioned into a closing role.
Skills
B2B Software Sales, Outbound Sales, Discovery, Technical Sales, APIs, Infrastructure, Artificial Intelligence, Developer Tools, Observability, Cloud Computing, Data, Security, Procurement, Go-To-Market
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