Enterprise Account Executive

About AirOps AirOps is the first end‑to‑end content engineering platform built for the AI era. In a world where discovery is shifting from traditional search to AI‑driven platforms, we help brands get found—and stay found. We are currently in a phase of hyper‑growth, having 5× our revenue in the last year by helping marketing teams at Ramp, Chime, Carta, and Rippling turn content quality into a durable competitive advantage. Our platform equips marketers to navigate the new discovery landscape, prioritize high‑impact opportunities, and create accurate, on‑brand content that earns citations from AI and trust from humans. Backed by Greylock, Unusual Ventures, Wing VC, and Founder Collective, we are building the intelligent systems that will empower the next generation of marketing leaders. AirOps is headquartered in San Francisco, New York and Montevideo. About this role: As a founding member of our revenue organization, you will play a vital role in building and scaling our growth engine. You will drive new revenue growth by identifying and closing new business opportunities, and you will work closely with the entire team to manage the sales process from prospecting to deal closing to expansion opportunities. You will collaborate with product, engineering, and CX teams to ensure successful customer onboarding and retention, and will use data to continuously improve sales processes and results. As an Enterprise AE, you’ll own the full sales motion for a named account book: building from early traction into a repeatable, high‑ACV business. You’ll work directly with the founders and product team, which means what you learn in the field shapes what we build. This is an early enterprise hire, not a seat in a mature sales org. What you’ll own: Pipeline and quota: Build and close a pipeline of six‑figure enterprise deals from prospecting through signature. Own the full cycle: outbound, inbound qualification, discovery, proposal, negotiation, and close. Enterprise relationships: Develop trusted relationships with marketing, growth, and content leaders at Fortune 1000 companies. Your deals move because you’ve built a champion who is bought in on the business case, not just the product. Multi‑stakeholder deal navigation: Run complex sales cycles across marketing, IT, legal, and procurement. Map the org early, identify blockers before they surface, and build consensus without losing momentum. Market and product feedback: Bring structured signal from the field back to product and GTM. Document objection patterns, competitive dynamics, and buyer language so the team can build better and sell smarter. Playbook development: You’re one of the first enterprise AEs here. Codify what works—messaging, discovery frameworks, objection handling—into repeatable assets the next hire can use. What you’ll bring: Enterprise sales track record: 5+ years selling into large organizations, with a history of closing $100k+ ACV deals and navigating procurement, legal, and multi‑stakeholder approval processes. Complex cycle experience: You’ve managed 6‑ to 12‑month sales cycles, built multi‑threaded relationships inside accounts, and closed deals that required building a business case from scratch. Comfort selling emerging technology: You’ve sold a product that required education before it could be evaluated. You know how to create urgency in a market where budget isn’t pre‑allocated. Consultative selling depth: You can run a rigorous discovery, diagnose a prospect’s actual problem, and build a proposal that maps directly to their business outcomes—not a feature list. Operational discipline: You manage your pipeline with accuracy, forecast with honesty, and build process where none exists. You don’t need a mature sales org to hit your number. Our Guiding Principles Extreme Ownership Quality Curiosity and Play Make Our Customers Heroes Respectful Candor Benefits Equity in a fast‑growing startup Competitive benefits package tailored to your location Flexible time off policy Parental Leave A fun‑loving and (just a bit) nerdy team that loves to move fast! #J-18808-Ljbffr AirOps