Founding Account Executive
Core
Build the commercial engine for a seed-stage AI/ML infrastructure startup by owning complex, consultative enterprise sales cycles end-to-end to land lighthouse customers.
Role type
Founding Account Executive (0-1 enterprise sales)
Builds
New enterprise accounts and lighthouse customers for AI/ML infrastructure and architecture tooling
Domain
AI/ML infrastructure, DevTools, cloud-native ecosystems
Deliverable
client delivery
Required skills
full-cycle enterprise SaaS sales, net-new business in category-creation markets, selling infrastructure/cloud/AI/ML/DevTools, engaging highly technical buyers (architects/engineering leadership), navigating multi-stakeholder buying processes, operating in early-stage/founder-led environments, consultative diagnostic mindset, converting product-led signals to sales processes
Preferred skills
familiarity with hyperscalers, developer infrastructure, or AI platforms
Responsibilities
Generate pipeline from scratch via outbound and network-driven opportunities, engage architects and engineering leadership to understand architecture challenges, multi-thread across technical champions and executive sponsors, partner with Solutions Architect to translate technical validation into decision-grade artifacts, convert technical proof into business narratives and ROI analyses, structure and drive proof-of-value engagements, partner with CEO to secure executive alignment and close deals, shape ICP and go-to-market system through field insights
Seniority
Founding, hands-on IC
