Founding Account Executive

About the Company Our client is a Y Combinator–backed AI startup redefining reliability for AI voice agents. Their platform automates testing and observability by simulating thousands of realistic conversational scenarios — so engineering teams can catch edge cases before production and ship with confidence. They operate in one of the fastest-growing segments in AI infrastructure, with ~7x revenue growth over the last 7 months and a clear path from $1M to $10M ARR. The Opportunity This is the first sales hire — and 70% of the pipeline is already inbound. You're not being asked to cold-start demand. You're taking over a proven founder-led sales motion and building the GTM engine that scales it. You'll report directly to the CEO, sit in-office with the engineering team, and have full ownership of the playbook, outbound systems, and the full sales cycle from first touch to close. Founding equity, transparent OTE accelerators, and a direct path to GTM leadership are all on the table. What You'll Do Own the full sales cycle end-to-end — prospecting, discovery, demo, negotiation, and close Convert high-intent product signups and inbound leads into paying customers via multi-channel outreach (email, LinkedIn, calls, in-person) Build and document the Sales Playbook — turn what's already working into a repeatable, scalable motion Architect automated outbound workflows using Clay, Apollo, LinkedIn Sales Navigator, and AI tools Run deep technical discovery calls with CTOs, Heads of Engineering, and AI leads on APIs, voice infrastructure, and deployment architecture Collaborate daily with the engineering team to sharpen product positioning and stay technically sharp What You Bring 2–5 years of closing experience selling developer tools, AI infrastructure, or conversational AI products to technical buyers Comfortable owning the full stack — prospecting, outbound systems, and closing — without a support team behind you Early-stage startup experience; you've contributed to building a GTM motion, not just inherited one Hands-on with modern outbound tooling — Clay, Apollo, LinkedIn Sales Navigator, or equivalent — and you use AI tools daily to make your workflow faster and smarter Degree in AI/Engineering or Sales Engineering experience — technical enough to run real discovery conversations with engineering leaders on APIs and AI infrastructure Based in San Francisco or excited to relocate; 5 days in-office Key Success Drivers You treat sales like an engineering problem — systematic, iterative, and always optimizing You write the playbook rather than wait for one You're energized by ambiguity and move fast without needing much direction You care about the product you sell and want to understand it deeply Compensation & Benefits OTE: $100K – $225K with transparent accelerators Founding equity: 0.15% – 0.35% Premium tooling and learning stipend Visa sponsorship available for exceptional candidates Interview Process HR Screen Intro call with the Founder — background, experience, and culture fit Case Study & Live Demo — you'll receive product materials and sandbox access, then present the product as if the founder were a prospective customer Final call with the Founder — comp, equity, start date, and mutual alignment We are proud to be an equal opportunity workplace and are committed to equal employment opportunity regardless of race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, genetic information, veteran status, gender identity, or expression, sexual orientation, or any other characteristic protected by applicable federal, state or local law.

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