Account Executive

San Francisco

**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.