Founding Account Executive

Location: San Francisco, CA

Work Model: Onsite, 5 days per week

Industry: AI infrastructure / conversational AI

Compensation: $100K-$150K base, $200K-$300K OTE

About the Company

Our partner is a fast-growing, venture-backed AI infrastructure startup building an end-to-end testing, evaluation, and observability platform for conversational AI, spanning the voice and chat agents that leading enterprises deploy at scale. In under a year they have surpassed seven figures in ARR, backed by top-tier seed investors, and count well-known global enterprises among their customers. It is a small, high-caliber team moving very fast.

The Opportunity

As the Founding Account Executive, you will be the first dedicated seller, reporting directly to the CEO and building the revenue engine from the ground up. You will own the full enterprise sales cycle, close six-figure deals, and set the playbook that future reps will run.

This is a rare chance to be the founding commercial hire at a company with real revenue, real logos, and a genuinely technical product, selling to both technical buyers and business stakeholders.

Responsibilities

• Own the full enterprise sales cycle, from self-sourced prospecting through close.
• Close six-figure ACV deals, navigating security reviews, procurement, and legal redlines.
• Build and refine a repeatable sales motion and the founding commercial playbook.
• Hold credible conversations with technical buyers about simulation, evals, and observability for AI agents.
• Shape proof-of-concept criteria in competitive deals.
• Partner closely with the founders and engineering team on positioning and product feedback.

Requirements

• 3-5 years of full-cycle, quota-carrying sales experience, with enterprise deals over six figures closed.
• Enterprise SaaS background; selling AI infrastructure, developer tools, observability, or compliance platforms is a plus.
• Proven ability to self-source pipeline from scratch.
• Experience at a high-growth, pre-Series C startup or another no-playbook environment.
• Comfort selling technical products to technical buyers.
• Highly autonomous and adaptable; former founder or founding seller experience is a plus.
• Able to work onsite in San Francisco five days per week.