Founding Account Executive

About the Role

This is the founding Account Executive role at a seed-stage AI/ML infrastructure startup, where you will build the commercial engine from the ground up alongside the CEO. You will own complex, consultative enterprise sales cycles end-to-end in a category-creation market, landing the lighthouse customers that establish the company's position and defining how a new category of tech architecture tooling gets sold.

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 architecture challenges, modernization goals, and organizational constraints.
• Multi-thread across technical champions, engineering leadership, and executive sponsors to build buying alignment.
• Partner with a Solutions Architect to translate technical validation and proof-of-value work into decision-grade artifacts.
• Convert technical proof into clear business narratives, including ROI analyses, BVAs, velocity, and risk reduction, to move deals forward.
• Structure and drive proof-of-value engagements with defined success criteria and mutual action plans.
• Partner closely with the CEO to secure executive alignment and drive deals to close.
• Shape ICP, positioning, and the go-to-market system through field insights, and feed high-fidelity market intelligence back into product and activation.

What We're Looking For

• 6 to 10 years of enterprise SaaS sales experience with full-cycle ownership, from pipeline generation through close.
• Demonstrated success closing net-new business in emerging or category-creation markets.
• Experience selling infrastructure, cloud, AI/ML, DevTools, data platforms, or other architecture-level technology offerings.
• Proven ability to engage skeptical, highly technical buyers, including architects, principal and staff engineers, and engineering leadership, with genuine technical credibility.
• Track record navigating multi-stakeholder enterprise buying processes with both technical champions and executive sponsors such as CTOs and VPs of Engineering.
• Experience operating in early-stage or founder-led environments where GTM systems and sales playbooks were still being defined.
• Consultative and diagnostic mindset: you frame situations before pitching and bring structure to ambiguous problems.
• Experience converting product-led usage and intent signals into structured enterprise sales processes.
• High comfort with ambiguity and a builder mentality suited to 0-to-1 environments.
• Familiarity with modern cloud-native ecosystems, including hyperscalers, developer infrastructure, or AI platforms, is a plus.
• Location
• Fully remote. Primary location: New York, NY, United States. Visa sponsorship is not available; candidates must be eligible to work in the United States.