Account Executive

Location:  San Francisco, CA (relocation supported)

Work model:  Onsite (5 days/week); occasional flexibility as needed

Industry:  B2B SaaS (Developer Tools / AI infrastructure; selling to technical stakeholders such as Heads/VPs of Engineering)

Compensation: Base $100,000–$150,000+ uncapped commission (target 2x OTE based on performance and plan). Equity may be offered.

About the Company

Our partner is a seed-stage B2B SaaS startup building a technical product used by engineering teams. They recently launched a self-serve motion and are now scaling a sales-assisted motion alongside it—converting high-intent inbound users and building repeatable outbound while formalizing playbooks.

The Opportunity

This is a Founding, full-cycle AE role with real ownership over the sales process. The near-term focus is closing repeatable deals (often mid-market; typical cycles can be ~3–4 weeks including sandbox trials), not hiring a “strategic enterprise” rep for $500K+ deals from day one.

You’ll sell consultatively to technical buyers, run clean evaluations, and help translate product value into outcomes engineers care about—without relying on hype or aggressive selling.

Responsibilities

• Own the full sales cycle: discovery → evaluation/sandbox → technical validation → close.
• Convert qualified self-serve users into sales-assisted opportunities; drive trials and decision-making.
• Build pipeline via targeted outbound in parallel with inbound conversion.
• Multi-thread deals, map stakeholders, manage timelines, and maintain accurate forecasting.
• Communicate technical concepts clearly (APIs, integrations, workflows) and partner with technical teammates as needed.
• Document and refine playbooks: ICP, qualification, objection handling, evaluation criteria, and repeatable messaging.

Requirements

• 3+ years of quota-carrying closing experience (AE or equivalent).
• Experience selling to technical stakeholders and comfort discussing APIs/technical workflows at a practical level.
• Track record of consistent execution in a fast-moving environment (pipeline creation + closing discipline).
• Strong communication and follow-through; professional, buyer-respectful approach.
• Ability to work onsite in San Francisco (relocation supported).
• Eligible to work in the U.S. (work authorization requirements will be discussed during the process).

Nice to have

• Devtools/infra background or selling products used by engineering teams.
• Engineering education/background (preferred but not required).
• Early-stage experience building process from scratch.