Founding Account Executive

About the CompanyOur client is a Y Combinator-backed AI startup redefining reliability for AI voice agents. Their platform automates testing and observability by simulating thousands of realistic conversational scenarios - so engineering teams can catch edge cases before production and ship with confidence. They operate in one of the fastest-growing segments in AI infrastructure, with ~7x revenue growth over the last 7 months and a clear path from $1M to $10M ARR.The OpportunityThis is the first sales hire - and 70% of the pipeline is already inbound. You're not being asked to cold-start demand. You're taking over a proven founder-led sales motion and building the GTM engine that scales it. You'll report directly to the CEO, sit in-office with the engineering team, and have full ownership of the playbook, outbound systems, and the full sales cycle from first touch to close.Founding equity, transparent OTE accelerators, and a direct path to GTM leadership are all on the table.What You'll DoOwn the full sales cycle end-to-end - prospecting, discovery, demo, negotiation, and closeConvert high-intent product signups and inbound leads into paying customers via multi-channel outreach (email, LinkedIn, calls, in-person)Build and document the Sales Playbook - turn what's already working into a repeatable, scalable motionArchitect automated outbound workflows using Clay, Apollo, LinkedIn Sales Navigator, and AI toolsRun deep technical discovery calls with CTOs, Heads of Engineering, and AI leads on APIs, voice infrastructure, and deployment architectureCollaborate daily with the engineering team to sharpen product positioning and stay technically sharpWhat You Bring3-6 years of closing experience selling developer tools, AI infrastructure, or conversational AI products to technical buyersComfortable owning the full stack - prospecting, outbound systems, and closing - without a support team behind youEarly-stage startup experience; you've contributed to building a GTM motion, not just inherited oneHands-on with modern outbound tooling - Clay, Apollo, LinkedIn Sales Navigator, or equivalent - and you use AI tools daily to make your workflow faster and smarterTechnical enough to run real discovery conversations with engineering leaders on APIs and AI infrastructureBased in San Francisco or excited to relocate; 5 days in-officeKey Success DriversYou treat sales like an engineering problem - systematic, iterative, and always optimizingYou write the playbook rather than wait for oneYou're energized by ambiguity and move fast without needing much directionYou care about the product you sell and want to understand it deeplyCompensation & BenefitsOTE: $100K - $225K with transparent acceleratorsFounding equity: 0.15% - 0.35%Premium tooling and learning stipendVisa sponsorship available for exceptional candidatesInterview ProcessHR ScreenIntro call with the Founder - background, experience, and culture fitCase Study & Live Demo - you'll receive product materials and sandbox access, then present the product as if the founder were a prospective customerFinal call with the Founder - comp, equity, start date, and mutual alignment