Founding Account Executive Job at Delphina (SF Bay Area)

Founding Account Executive

Delphina

Location:
United States , SF Bay Area

Category:
Sales

Contract Type:
Not provided

Salary:

Not provided

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Job Description:

Do you want to own revenue at an early-stage AI company, not just carry a quota? Do you like running real deals end-to-end, from first conversation through POV, close, and expansion? Do you want a role where your judgment directly shapes how a company wins, prices, and scales? At Delphina, this role sits at the center of growth. You’ll own pipeline and deals, guide sophisticated buyers through high-stakes proof-of-value motions, and turn early wins into durable expansion. You’ll work directly with the founders and help define how we move from founder-led sales to a repeatable, scalable GTM engine. This is not a traditional “run the script” AE role. It’s for someone who wants real ownership -- of customers, revenue, and the systems that turn early traction into a company.

Job Responsibility:

Build and maintain a healthy pipeline of mid-market (200-2,000 employee) or enterprise (2,000+ employees) customers, with a path toward enterprise expansion
Own deals from first conversation through close, with clear qualification and momentum
Turn vague customer interest into decision-relevant problems tied to real business outcomes
Identify buying committees, success criteria, and blockers early
You own the commercial and decision strategy of the POV, while partnering with the Solutions Engineer as the technical and analytical lead.
Lead high-impact proof-of-value motions in partnership with solutions and product
Keep POVs focused, urgent, and tied to a clear buying decision
Quantify business impact and help customers build internal conviction and a buyer-ready business case
You ensure the business case lands with the right buyers
the Solutions Engineer ensures the analysis and proof are sound.
Develop strong customer relationships and identify new use cases, teams, and value opportunities post-close
Partner closely with founders to refine ICP, pricing intuition, qualification standards, and sales playbooks
Turn early wins (and losses) into repeatable systems
Own pricing strategy, deal structure, and contract negotiations
Balance speed, deal quality, and long-term expansion economics
Partner with founders on pricing intuition and packaging decisions

Requirements:

3–5+ years of experience as a quota-carrying AE in B2B SaaS, ideally at fast-growing startups (Seed–Series C)
Proven track record of closing mid-market or enterprise deals with multiple stakeholders
Strong discovery skills and comfort selling to both technical and business buyers
Ability to lead complex sales cycles that include POVs, pilots, or evaluations
Comfort operating with ambiguity and building while selling
High urgency and bias toward action
Clear, confident communicator -- written and verbal -- with senior leaders
Ownership mindset: you take responsibility for outcomes, not just activities
Enough technical fluency to lead technical buyers, ask the right questions, and partner effectively with Solutions Engineering
You use AI to build leverage (research, prep, follow-ups, systems), not just write emails

Nice to have:

Experience selling analytics, data, or AI products (e.g., Snowflake, BigQuery, Databricks, dbt, Looker, Tableau)
Experience selling deals that expand over time (land-and-expand motions)
Experience helping build early sales playbooks, pricing intuition, or qualification frameworks

What we offer:

Generous equity as part of the founding GTM team

Additional Information:

Job Posted:
February 21, 2026

Employment Type:

Fulltime

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