Founding Account Executive
About the Role
This is the founding Account Executive role at a seed-stage AI/ML infrastructure startup, where you will build the commercial engine from the ground up alongside the CEO. You will own complex, consultative enterprise sales cycles end-to-end in a category-creation market, landing the lighthouse customers that establish the company's position and defining how a new category of tech architecture tooling gets sold.
What You'll Do
Generate pipeline from scratch through scrappy outbound, network-driven opportunities, and high-conviction account engagement.
Engage architects, staff-level engineers, and platform teams early to understand their architecture challenges, modernization goals, and organizational constraints.
Multi-thread across technical champions, engineering leadership, and executive sponsors to build buying alignment.
Partner with a Solutions Architect to translate technical validation and proof-of-value work into decision-grade artifacts.
Convert technical proof into clear business narratives, including ROI analyses, BVAs, velocity, and risk reduction, to move deals forward.
Structure and drive proof-of-value engagements with defined success criteria
