Founding Account Executive

We are hiring a full-cycle Account Executive who will own both pipeline generation and closing.

As an early GTM hire, you will have significant ownership, meaningful equity, and a direct role in building our commercial organization from the ground up. You will work closely with founders, engineers, and FDEs to turn early customer traction into a repeatable GTM motion.

This role is for someone who wants to build the sales organization—not inherit an established playbook.

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  Build qualified pipeline through outbound

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  Create, run, monitor, and improve outbound sequences

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  Lead discovery and qualification calls

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  Own prospects from initial conversation through pilot, negotiation, and close

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  Partner with FDEs during onboarding, kickoff, and deployment

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  Maintain customer relationships and identify expansion opportunities

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  Develop messaging, sales collateral, qualification criteria, and sales processes

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  Translate customer feedback into useful insights for product and engineering

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  Help shape how we hire, train, and structure the future GTM organization

• Consistently creates and closes qualified pipeline

• Builds credibility with engineering and technical buyers

• Moves customers efficiently from discovery through deployment

• Identifies and closes expansion opportunities

• Improves the systems and messaging used throughout the sales process

• Takes ownership beyond an individual revenue target

• Helps turn early customer traction into a scalable commercial organization

• At least one year of full-cycle sales experience spanning pipeline generation and closing

• Personally created outbound pipeline rather than relying entirely on SDRs or inbound

• Experience selling technical products to engineering or similarly technical buyers

• Experience selling to startups

• Familiarity with high-velocity, usage-based, or pay-as-you-go sales motions

• Strong written and verbal communication

• Ability to operate effectively without an established sales playbook

• Strong reasoning and the ability to explain why a sales approach succeeded or failed

• Genuine interest in meaningful ownership, equity, and company-building

• Willingness to work from our San Francisco office five days per week

• Developer tools, infrastructure, data, or AI sales experience

• Founding AE or early GTM experience

• Experience working closely with technical implementation or deployment teams

• Evidence of resilience in difficult or ambiguous environments

• Independent or unusual thinking

We care more about relevant experience, ownership, learning velocity, and slope than title or total years of experience.

San Francisco, in office five days per week.