AI-Native Founding Account Executive

Job description

The Opportunity We’ve built a new cloud-based SaaS product that solves a high-value problem in enterprise IT lifecycle management—and early traction through our existing customer base has validated product-market fit. Now we need someone who can take that signal and turn it into a repeatable revenue engine. As our Founding AE, you’ll own the full sales cycle from first touch to closed-won, build pipeline from scratch, and help define the commercial playbook that scales the business. You’ll be backed by permanent capital, built-in distribution through an established customer base in regulated markets (higher ed, public sector, healthcare), and a product with a clear platform expansion path. This is a ground-floor opportunity with a direct line to sales leadership as the business grows. What You’ll Do Own the Full Sales Cycle

- Run end-to-end deal execution: prospecting, discovery, demo, proposal, negotiation, and close

- Build pipeline through targeted outbound, events, partnerships, and personal network leverage

- Navigate complex buying committees (IT, procurement, finance) in enterprise and public-sector organizations

- Land net-new logos across higher ed, healthcare, and adjacent verticals

Sell with AI as Your Unfair Advantage

- Use AI tools, agents, and automation to drive outbound volume that would normally require a full SDR team

- Build AI-powered workflows for prospecting, personalization, call prep, and follow-up sequencing

- Leverage AI to analyze customer conversations, extract buying signals, and surface patterns that sharpen your approach

- Treat your GTM stack like a product—always experimenting, always iterating

Help Build the Playbook

- Refine ICP, positioning, and talk tracks based on what actually converts in-market

- Capture buyer feedback and partner with product/engineering to shape the roadmap

- Document what works so the next hires can ramp faster—you’re laying the foundation for a team

What Success Looks Like

- First 30 days: Deep product fluency, target account list built, outbound motion live and producing conversations

- 60–90 days: Qualified pipeline with measurable conversion, early wins in motion, AI workflows accelerating velocity

- 6–12 months: Consistent closed-won revenue, multiple reference customers, and a clear case for expanding the sales team

What We’re Looking For Must-Haves

- 4–10+ years in B2B SaaS sales with full-cycle closing experience

- Proven ability to create pipeline and close deals—you manufacture demand, not just manage inbound

- Experience selling into complex organizations with multiple stakeholders and procurement processes

- Active, demonstrated use of AI tools in your sales workflow—not aspirational, real

- Builder mindset: high ownership, structured execution, comfort in ambiguity

Nice-to-Haves

- Experience in higher ed, public sector, healthcare, or other regulated environments

- Familiarity with ITSM, ITAM, SAM, or procurement/vendor management concepts

- Experience launching a new product or building a GTM motion from scratch

- Partner or channel experience (associations, consultants, resellers)

Compensation Base salary + commission (OTE) tied to revenue outcomes, with a ramp period and milestone-based accelerators aligned to early-stage growth. Remote-friendly with travel for key customer meetings and conferences.

If you sell with conviction, build with AI, and want to own the commercial trajectory of a product with real market pull—we want to hear from you.