Enterprise AI Account Executive - Build the Playbook

About Edra Edra is solving one of the hardest problems in enterprise AI: AI models are generic but company processes are specific. We build AI agents that learn how processes actually run, and then run their operations. We're a Series A startup, backed by Sequoia and other leading VC firms, and we're growing our team in New York and London. We're a deeply technical team of engineers, AI researchers, and strategists with a high bar for talent and a shared belief that exceptional people are the foundation of everything great we'll build. The Role We're looking for Account Executives who want to be foundational members of our growing go-to-market team. You'll be one of our first dedicated sales hires, working directly with Edra’s leadership team to build and close a pipeline of mid-market and enterprise accounts. This isn't a role with a fully-formed playbook; it's a role where you write the playbook. You'll own the full sales cycle from prospecting to close, target CTOs and CIOs at complex enterprise organizations, and help us continue our strong pilot conversion rate and build repeatable, scalable revenue. What You'll Do Own a named account list and build a pipeline from scratch, through warm introductions, targeted outreach, and your own network. Run the full sales cycle: discovery, demo, pilot scoping, commercial negotiation, and close collaboration with leadership on strategic deals. Conduct consultative discovery conversations with CTO/CIO-level buyers to identify pain, quantify impact, and position Edra's platform as the right solution. Design and scope paid pilots in partnership with our technical team, ensuring prospects reach the "aha moment" that drives conversion. Contribute to tight, specific product feedback loops to the product team. Your conversations with customers will directly shape what we build. Help build the foundations of our sales motion: refining messaging, documenting what works, and creating repeatable processes for the team as we grow. What We're Looking For You've carried a quota in enterprise SaaS or AI for 4+ years and can point to six-figure+ deals you sourced, advanced, and closed yourself. You're comfortable operating without guardrails. You thrive in environments with ambiguity, take ownership instinctively with a high level of judgment, and don't wait to be told what to do. You know how to earn credibility with technical buyers; you ask sharp questions, speak the language of CTOs and CIOs, and you're comfortable going deep on complex operational problems. You get that early-stage startup sales is a different motion, and you're energized by building, not frustrated by the absence of a fully-formed machine. You're a people person with high standards. You care about doing right by customers, and you know that great enterprise relationships are built on honesty and strong outcomes delivered. Don’t check every box? We'd still love to hear from you. We're looking for exceptional people with unique skills and interests, and we know that great people have different backgrounds and skillsets. Bonus Points You've sold into IT operations, ITSM, or service management environments. You know what ServiceNow is and why a CTO cares about ticket volumes and organizational knowledge. You've worked at a company with a technical founder-led sales motion and know what it looks like when product and GTM are genuinely tight. Learn More About Edra Watch our Series A announcement video Read our blog post from our launch Learn more about what we're building A Few Details Edra is an equal opportunity employer and we encourage applications from individuals of all backgrounds. Edra does not discriminate on the basis of race, color, religion, sex, national origin, age, disability, genetic information, marital status, sexual orientation, gender identity, veteran status, or any other legally protected characteristic. #J-18808-Ljbffr Edra