Account Executive, Digital Native

Account Executive, Digital Native

As the Account Executive, Digital Native, you will drive new business across a territory of high-growth, engineering-driven companies. You'll own the full sales cycle: identifying high-velocity engineering organizations, establishing Blacksmith's value, and championing CI efficiency to technical and executive buyers.

This is fundamentally a hunter role: net-new logo acquisition across a large, dynamic Digital Native market.

You'll collaborate closely with our founders, engineers, and solutions team to deliver value and build repeatable motions for the segment as we scale.

Drive Revenue Across a Large Digital Native Territory

• Prospect, identify, qualify, and close net-new opportunities.
• Run a structured, value-driven sales process from first outbound to close and handoff.
• Multithread across ICs, engineering leadership, platform teams, DevOps, and C-level buyers.

Own End-to-End Pipeline Generation

• Build your own pipeline through outbound, targeted campaigns, and creative prospecting.
• Leverage product signals, usage patterns, and founder/VC networks to identify high-potential accounts.

Sell a Deeply Technical Product

• Partner with solution engineers to run technical discovery, demos, and POCs.
• Understand CI workloads, cloud cost architecture, competitive alternatives, and performance-based differentiation.
• Navigate engineering-centric buying motions with a consultative, value-driven approach.

Execute with Excellence

• Develop and present persuasive value propositions tailored to engineering leaders and founders.
• Negotiate SaaS and infrastructure contracts with procurement and technical stakeholders.
• Forecast accurately and manage a high-velocity pipeline with discipline.

Collaborate Cross-Functionally

• Work with product to inform roadmap decisions based on customer needs.
• Provide crisp market feedback to help refine messaging, positioning, and playbooks.
• Help define and evolve our Digital Native GTM motion as an early team member.

You'll Be a Great Fit If You:

• Have 3+ years of quota-carrying AE experience. Preferably selling infrastructure, developer tools, cloud services, or technical SaaS to engineering-driven organizations.
• Are a true hunter. You love net-new logo acquisition, building your territory, and finding creative paths into high-growth companies.
• Know how to sell to engineering & technical buyers. You're credible in deeply technical conversations and understand CI/CD, cloud optimization, DevOps workflows, or similar domains.
• Operate with a builder's mindset. You want to influence how a sales motion is developed — not just follow one.
• Use modern sales methodologies. Experience with MEDDICC, Challenger, command of the message, or similar frameworks.
• Communicate with clarity and confidence. You can simplify complex infrastructure narratives and tailor them to founders, platform teams, or CTOs.
• Move fast, follow up relentlessly, and enjoy the chase. Digital Natives expect speed — you thrive in it.

Bonus Points

• Experience selling into Digital Native or startup ecosystems.
• Familiarity with PLG-adjacent signals, cloud economics, or CI/CD pipelines.
• Entrepreneurial background (side projects, early-stage startups, etc.).
• Ability to build repeatable processes from scratch.

Compensation & Benefits

• Competitive base salary + meaningful equity
• Medical, dental, and vision insurance
• 401K match.
• Unlimited PTO
• Early-exercise stock options
• 12 weeks fully paid parental leave (U.S.)
• Annual offsite