About the role
We are hiring an early full-cycle Account Executive to turn sales-accepted and self-sourced opportunities into deployed, expanding Adapt customers. You will sell alongside company leadership and work with technical partners through discovery, pilot, rollout, negotiation, and close.
You’ll own the full sales cycle: prospecting, qualification, demoing, negotiation, and close. You will work closely with SDRs, Marketing, and Product teams to design pilot engagements that demonstrate clear ROI, then expand those pilots into multi-year contracts. Your ability to articulate Adapt’s value proposition and guide prospects through technical evaluations will directly drive our growth.
You use Adapt and frontier AI tools to improve how you research accounts, prepare for meetings, follow up, manage opportunities, and learn from every sales cycle.
What you will own
- Full-cycle selling. Own accepted and self-sourced opportunities from discovery through commercial close, remaining the commercial owner while technical partners lead implementation delivery.
- Pipeline creation. Build targeted pipeline through thoughtful outbound, relationships, referrals, ecosystem activity, and coordinated account programs.
- Technical discovery and demonstrations. Understand the customer's systems, workflows, constraints, and decision process, then show Adapt in that context rather than relying on a generic feature tour.
- Pilots and multithreading. Define success criteria, build practitioner and executive champions, coordinate internal resources, and keep the account moving through integration and rollout.
- Commercial rigor. Manage mutual action plans, pricing, procurement, security review, negotiation, CRM data, and forecast risk.
- Playbook building. Bring objections, product gaps, pricing signals, and market learning back to Product, Marketing, and Revenue Operations.
What success looks like
- You create qualified pipeline and progress opportunities through a clear, honest, and repeatable sales process.
- You close customers that fit Adapt's ideal customer profile and help them advance from pilot to real deployment.
- Your forecasts are reliable, and the repeatable AI-assisted sales practices you build improve preparation, follow-through, pipeline quality, and the effectiveness of future sellers.
What we are looking for
- 5+ years of full-cycle B2B software sales with a record of meeting or exceeding quota
- Experience selling developer tools, AI platforms, cloud infrastructure, data, security, or another technically complex product
- An AI-native approach to selling: you actively redesign your workflows around AI while preserving the judgment, technical credibility, and trust complex sales require
- Experience navigating technical, operational, financial, security, and executive stakeholders in mid-market or enterprise accounts
- Strong technical discovery and demonstration skills, including experience with pilots or proofs of value
- Evidence that you can self-source pipeline, maintain rigorous account data, and forecast honestly
- Experience as an early seller helping build a repeatable sales motion
- Experience selling into engineering, operations, data, or AI teams
Benefits
- Competitive compensation strategy including large equity grants for early hires at an early stage in the company's journey
- Inclusive healthcare packages (medical, dental, vision)
- Frontier AI access: Claude Code, OpenAI, Cursor, Codex, and most importantly unlimited internal use of Adapt itself
OTE: $200-270k. Actual offer depends on skills, experience, and location. Total comp also includes equity, benefits, and potential bonus or variable pay. Your recruiter will walk you through the details.
Adapt is committed to fostering and empowering an inclusive community within our organization. We do not discriminate on the basis of race, religion, color, gender expression or identity, sexual orientation, national origin, citizenship, age, marital status, veteran status, disability status, or any other characteristic protected by law. Adapt encourages everyone to apply for our available positions, even if they don't necessarily check every box on the job description.