Founding Account Executive

• Your job: build pipeline, close deals, and turn early wins into expansion — while helping define how we sell
• You’ll own deals end-to-end: sourcing and qualifying opportunities, running discovery, guiding customers through POVs, building business cases, closing contracts, and identifying expansion paths
• Along the way, you’ll help turn what works into repeatable sales plays, pricing intuition, and GTM systems that scale beyond founder involvement
• This role sits at the intersection of sales, value engineering, and early GTM strategy. It’s ideal for someone who wants quota-carrying responsibility and meaningful influence over how the company grows
• Build and maintain a healthy pipeline of mid-market (200-2,000 employee) or enterprise (2,000+ employees) customers, with a path toward enterprise expansion
• Own deals from first conversation through close, with clear qualification and momentum
• Turn vague customer interest into decision-relevant problems tied to real business outcomes
• Identify buying committees, success criteria, and blockers early
• Lead high-impact proof-of-value motions in partnership with solutions and product
• Keep POVs focused, urgent, and tied to a clear buying decision
• Quantify business impact and help customers build internal conviction and a buyer-ready business case
• Develop strong customer relationships and identify new use cases, teams, and value opportunities post-close
• Partner closely with founders to refine ICP, pricing intuition, qualification standards, and sales playbooks
• Turn early wins (and losses) into repeatable systems

Benefits

• Medical, dental, and vision insurance
• Equity in the company
• 401k
• Free lunch in the office twice a week
• Unlimited PTO
• Top of the line Apple equipment

• Comfort operating with ambiguity and building while selling
• Ability to lead complex sales cycles that include POVs, pilots, or evaluations
• You use AI to build leverage (research, prep, follow-ups, systems), not just write emails
• Ownership mindset: you take responsibility for outcomes, not just activities
• Proven track record of closing mid-market or enterprise deals with multiple stakeholders
• Strong discovery skills and comfort selling to both technical and business buyers
• 3–5+ years of experience as a quota-carrying AE in B2B SaaS, ideally at fast-growing startups (Seed–Series C)
• Growth mindset and willingness to learn technical concepts well enough to sell credibly
• Clear, confident communicator — written and verbal — with senior leaders
• High urgency and bias toward action
• Experience selling deals that expand over time (land-and-expand motions)
• Experience selling analytics, data, or AI products (e.g., Snowflake, BigQuery, Databricks, dbt, Looker, Tableau)
• Experience helping build early sales playbooks, pricing intuition, or qualification frameworks