Founding Account Executive

Our client is building the AI command center for fleet operations, helping trucking carriers automate the repetitive communications, workflows, and operational tasks that traditionally require large back-office teams. Their AI-native platform integrates across transportation management systems, telematics, safety tools, dispatch software, and other critical systems to automate high-volume operational work. Already deployed with some of the largest fleets in the United States, the platform is autonomously handling a significant portion of day-to-day workflows while delivering measurable operational improvements. Founded by former engineers and operators from leading fleet technology companies, the business is backed by top-tier investors and is rapidly scaling its go-to-market team. We are seeking a Founding Account Executive to work directly alongside the founders to build and scale the company's sales motion from the ground up. This is a high-impact opportunity for a top-performing SaaS seller who enjoys creating process, closing complex deals, and helping shape the future of a fast-growing AI company. Key Responsibilities: Own the full sales cycle from outbound prospecting through discovery, demonstrations, trial management, negotiation, and close. Build and develop pipeline through proactive outreach to trucking carriers and transportation operators. Partner directly with founders to refine messaging, qualification frameworks, pricing strategies, and overall sales methodology. Manage customer evaluation and trial processes, ensuring prospects achieve clear business value and progress efficiently toward purchase decisions. Build and maintain forecasting, pipeline reporting, and sales process infrastructure. Develop relationships with executive and operational stakeholders across target accounts. Represent the company at customer meetings, industry conferences, and transportation-focused events. Provide market feedback and customer insights to help influence product direction and go-to-market strategy. Key Qualifications: 3-6+ years of experience closing mid-market or enterprise SaaS deals with contract values of $100K+ ARR. Proven full-cycle account executive experience, including prospecting, pipeline generation, and closing complex opportunities. Previous experience as a founding AE or early sales hire in a startup environment is highly preferred. Demonstrated history of quota attainment with clear performance metrics and achievements. Experience selling into logistics, transportation, trucking, supply chain, or operations-focused industries is strongly preferred. Track record of rapid career progression and high performance within sales organizations. Experience selling complex technical products, including SaaS, AI, machine learning, or enterprise software platforms. Strong understanding of pricing strategies, deal economics, contract negotiations, and enterprise procurement processes. Proficiency with CRM platforms such as Salesforce or HubSpot. President's Club recognition, top-performer awards, or equivalent sales achievements are highly valued. Comfortable working onsite five days per week in San Francisco. By applying to this role you understand that we may collect your personal data and store and process it on our systems. For more information please see our Privacy Notice #J-18808-Ljbffr