Enterprise Account Executive - Digital Native
RemoteUnited States or San Francisco, California, United States
Job Summary
Run full-cycle enterprise sales into high-growth, AI-native software companies, executing targeted top-down outbound campaigns to executive and technical buyers while identifying bottoms-up champions among engineers and platform teams. Convert product-usage and technical signals into qualified pipeline by owning multi-call sales cycles with engineering teams, often involving proofs of concept and build-versus-buy evaluations. Land a first use case, prove value through focused technical assessments, and expand accounts over time rather than pursuing one-and-done deals. Maintain accurate CRM hygiene, deliver reliable weekly forecasts, and leverage AI tools to accelerate research, prospecting, and deal preparation.
Required Qualifications
- 4+ years of full-cycle enterprise SaaS sales experience with a track record of quota attainment
- Demonstrated ability to run both outbound-generated and product-led pipeline, not solely dependent on inbound
- Experience selling to technical buyers, including engineers, platform teams, and AI/ML leaders, alongside executive economic buyers
- Experience running technical evaluations or proofs of concept and navigating build-versus-buy conversations
- Comfortable operating with minimal process in a fast-moving, early-category environment
- Strong written and verbal communication
- Able to explain complex technical products and deal strategy clearly
- AI-first operator: actively uses AI tools for account research, deal prep, outreach, and pipeline management
Desired Qualifications
- Experience selling AI/ML, developer tools, data infrastructure, or OSS-adjacent products
- Experience in a consumption-based or usage-based pricing motion
- Track record of landing net-new logos and expanding initial contracts into larger account relationships
- Prior experience at a company with an open-source or community-led growth motion
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