Digital Native AI Account Executive

• We’re looking for an AI Native Startups Account Executive to own a book of accounts and drive revenue across AssemblyAI’s Voice AI infrastructure offerings. This person will generate pipeline in target accounts, develop strong champions, lead model evaluations, and win over engineering and product leaders at the fastest-growing AI-native companies building with voice
• This is a cross-functional role that requires close partnership with Applied AI, Research, Engineering, Marketing, and Deployment to shape go-to-market strategy and deliver an exceptional customer experience from first touch through deployment and beyond
• Own a book of AI-native startup accounts, leading potential customers across the full sales cycle from prospecting through initial production rollout
• Generate pipeline through proactive, creative outbound - including personalized outreach, conferences, exclusive events, and finding warm introductions
• Craft outbound communications that deliver real value to prospects - custom benchmarks, competitive insights, use-case-specific demos that earn replies
• Develop authentic champions within target accounts who advocate for AssemblyAI internally and help shepherd deals to close
• Engage multiple leadership stakeholders in parallel - CTO, CPO, VP Engineering, VP Product, VP of AI, and other technical decision-makers - to build consensus and de-risk deals
• Position AssemblyAI’s value and pricing against alternatives with clear, quantitative and qualitative differentiation
• Drive urgency through business value at every touchpoint, keeping deals moving forward with intent
• Quarterback complex, multi-threaded deals - bringing insights, perspective, and momentum to every customer interaction
• Partner closely with Customer and Technology Teams to represent the voice of the AI-native customer and shape go-to-market strategy

Benefits

• Home office stipend: We invest in our people first and offer competitive salaries across all roles andEvery new team member gets U$1,000 to improve their home office. We want to make sure everyone has the setup to do their best work. locations
• Equity: We want our team members to have skin in the game and an opportunity to see long-term returns on the hard work they are putting in. To that end, every team member receives a generous equity grant
• Premium benefit offerings: We offer premium medical, dental, and vision plans and cover up to 100% of the premiums for both the employee and their family. We also offer opportunities to contribute to an HSA or FSA, short-term and long-term disability coverage, and life insurance
• Unlimited PTO: We offer a flexible PTO policy to all team members and encourage everyone to take time off to recharge, do something fun, and spend time with loved ones
• Team offsites: We have team and company-wide retreats in amazing locations to give everyone an opportunity to meet in person, collaborate, and build working relationships that make us a better team
• Global remote team: We hire the best person for the job, regardless of location. Our remote-first culture allows team members to make an impact from anywhere in the world
• Diversity and inclusion: We celebrate diversity and are committed to creating an inclusive environment for all employees. We are proud to be an equal-opportunity workplace
• Flexible schedule: Strong teams are built on mutual trust and accountability. We believe in giving our team members ownership over their work and a flexible schedule to allow them to operate at their highest potential

• The ideal candidate has a strong background in infrastructure or API sales, thrives on building pipeline from scratch, and is energized by working with technical buyers on products that win on performance and developer experience
• A high sense of urgency and ownership; you move deals forward and don’t let them go stale
• Comfort selling in a frictionless, product-led motion where customers stay because the product wins
• Demonstrated ability to identify and develop champions who advocate internally on your behalf
• A track record of building pipeline from scratch - experience breaking into cold accounts and creating opportunities where none existed
• Technical fluency - comfortable discussing API architectures, model accuracy tradeoffs, and deployment options with engineers and technical decision-makers
• A willingness to travel to drive impact - expect to be on the road 50%+ of each month for customer visits, industry events, and team offsites
• Deep understanding of procurement, legal, and security review processes, with the ability to drive velocity through complex commercial cycles
• Must be based in San Francisco or New York City, with an expectation of 3 days a week in-office attendance to start but flexible schedule
• 2+ years of infrastructure or API sales experience closing deals with engineering and product audiences