Founding Account Executive

• 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

• 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

• 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

Generous equity as part of the founding GTM team