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
• 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
• 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

• 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
• Demonstrated ability to identify and develop champions who advocate internally on your behalf
• Comfort selling in a frictionless, product-led motion where customers stay because the product wins
• 2+ years of infrastructure or API sales experience closing deals with engineering and product audiences
• A high sense of urgency and ownership; you move deals forward and don’t let them go stale
• 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
• Deep understanding of procurement, legal, and security review processes, with the ability to drive velocity through complex commercial cycles
• A track record of building pipeline from scratch - experience breaking into cold accounts and creating opportunities where none existed