Founding Account Executive

Role Overview

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.

What You’ll Do

Build qualified pipeline through outbound

Create, run, monitor, and improve outbound sequences

Lead discovery and qualification calls

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

Partner with FDEs during onboarding, kickoff, and deployment

Maintain customer relationships and identify expansion opportunities

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

Translate customer feedback into useful insights for product and engineering

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

What Success Looks Like

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

What We’re Looking For

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

Nice to Have

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

Experience and Seniority

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

Location

San Francisco, in office five days per week.

Compensation

Competitive base salary, performance-based variable compensation, and meaningful equity.