Account Executive

Founding Account Executive

We are a well-funded, early-stage startup, hiring our Founding Account Executive team to build and own our enterprise sales motion from the ground up. This role is ideal for a hands-on seller who thrives in early-stage environments, is comfortable creating structure where none exists, and can work closely with founders, product, and R&D to close complex, AI-driven enterprise deals.

You will own the full sales cycle, from prospecting, initial discovery and qualification through Proof of Value, procurement, and close while helping define how sales scales as the company grows.

Key Responsibilities

Enterprise Discovery & Deal Qualification

• Own early-stage discovery conversations with prospective customers to deeply understand their operational processes, pain points, and success metrics.
• Qualify opportunities based on customer need, technical fit, budget, and buying readiness.
• Translate customer challenges into compelling, value-driven solution narratives in partnership with Solution Engineering and R&D.

Pipeline Generation & Territory Ownership

• Build and manage your own pipeline through outbound, inbound, and partner-driven opportunities.
• Develop target account lists, ideal customer profiles, and account strategies for the US market.
• Establish early sales playbooks for prospecting, qualification, and deal progression.

Proof of Value (PoV) & Deal Execution

• Lead PoV engagements from a commercial perspective, defining success criteria, timelines, and stakeholder alignment.
• Coordinate internal teams (Solution Engineering, R&D, Product) to ensure PoVs stay focused on business outcomes that drive deal closure.
• Maintain deal momentum through complex, multi-stakeholder buying processes.

Qualifications

Experience

• 5+ years of experience in enterprise sales, account executive, focused on Finance, Compliance, Supply Chain or other Business Operations functions.
• Proven track record of closing complex, enterprise deals, ideally involving AI, SaaS, or enterprise platforms.
• Experience owning the full sales cycle from prospecting to close.
• Strong discovery, storytelling, and executive-level communication skills.
• Ability to sell into technical and operational stakeholders simultaneously.
• Comfort working in ambiguous, early-stage environments and building processes from scratch.
• Experience collaborating closely with product, engineering, and technical teams.

Nice to Have

• Background selling AI-driven, automation, RPA, or workflow platforms.
• Experience running or coordinating Proof of Value/pilot programs as part of enterprise sales cycles.
• Familiarity with enterprise systems such as ERP, TMS, CRM, or email platforms.
• Experience selling into regulated or security-conscious enterprises.
• Prior experience as a first sales hire or early GTM leader at a startup.

Compensation

The expected salary for this role is $280,000 to $350,000 OTE. This is a good-faith estimate but does not include equity or other forms of compensation. Pay will be based on experience level, but those outside the salary band are welcome to apply.