Founding Account Executive

About the Role

This is a founding commercial role at an early-stage AI infrastructure startup, where you will build the sales engine from the ground up alongside the CEO in a true category-creation market. There is no incumbent playbook here: you will define how a new category gets sold, land the lighthouse customers that establish the company in the market, and shape the go-to-market system through your field experience.

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 architecture challenges, modernization goals, and organizational constraints.

• Multi-thread across technical champions, engineering leadership, and executive sponsors to build deal-wide 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 BVAs, ROI, velocity, and risk reduction, to move deals forward.

• Structure and drive proof-of-value engagements with clear success criteria and mutual action