Founding Account Executive

About the Role:

• This is the founding Account Executive role at a seed-stage AI/ML infrastructure startup, building the commercial engine from the ground up.
• You will own complex, consultative enterprise sales cycles end-to-end in a category-creation market, landing the lighthouse customers.

What You'll Do:

• Generate pipeline from scratch through scrappy outbound, network-driven opportunities, and high-conviction account engagement.
• Engage architects, staff-level engineers, and platform teams early to understand their challenges.
• Multi-thread across technical champions, engineering leadership, and executive sponsors to build buying alignment.
• Partner with Solutions Architect to translate technical validation into decision-grade artifacts.
• Convert technical proof into clear business narratives, including ROI analyses and risk reduction.
• Structure and drive proof-of-value engagements with defined success criteria.
• Partner closely with the CEO to secure executive alignment and drive deals to close.
• Shape ICP, positioning, and go-to-market system through field insights.

What We're Looking For:

• 6 to 10 years of enterprise SaaS sales experience with full-cycle ownership.
• Demonstrated success closing net-new business in emerging or category-creation markets.
• Experience selling infrastructure, cloud, AI/ML, DevTools, data platforms, or architecture-level technology.
• Proven ability to engage skeptical, highly technical buyers with genuine technical credibility.
• Track record navigating multi-stakeholder enterprise buying processes.
• Experience operating in early-stage or founder-led environments.
• Consultative and diagnostic mindset with a builder mentality suited to 0-to-1 environments.

Location:

• Fully remote, primary location in New York, NY, United States.
• Visa sponsorship is not available; candidates must be eligible to work in the United States.