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.