Enterprise Account Executive

ABOUT the company

Building great software takes more than writing code. It takes teams working together and too often, the information they need is scattered across tools, conversations, and systems.

The company is an AI platform that connects work across enterprise Support, Engineering, Product, QA, and SRE teams, helping them resolve issues faster, improve software quality, and plan what to build next.

At its core is our Engineering World Model: a living understanding of a company’s software, how it runs, and the people and decisions behind it. By connecting codebases, tickets, production telemetry, and the conversations that shape the work, our model links what software is intended to do with how it actually behaves in production. and learns from where the two diverge.

Our agents (we call them Players:) use that context to take on work across the software lifecycle. They learn from each outcome, earning trust and taking on more responsibility over time.

We’re building a future where AI plays an active role in how teams plan, build, and run software. We’re looking for people across disciplines to help shape

ABOUT THE ROLE

As one of the company’s first Enterprise Account Executives, you'll win new customers and expand initial deployments across teams, owning the full sales cycle from account research and discovery through technical evaluation, negotiation, and close.

We’re looking for an experienced enterprise platform seller with a hunter mindset. You create opportunities, build urgency around meaningful business problems, and drive complex deals to close. You know how to earn technical credibility, develop champions, align executive stakeholders, and turn an initial use case into a broader platform opportunity.

You’ll report directly to the Head of Sales and work closely with our Marketing, partners, and our pre-sales and field engineering teams. This is an opportunity to build your business and help shape how a rapidly growing AI-native company wins in the enterprise.

WHAT YOU’LL OWN

• New enterprise business. Build and execute account strategies for large organizations with complex software environments. Own discovery, qualification, stakeholder alignment, negotiation, and close.

• Pipeline and demand creation. Generate qualified opportunities through targeted prospecting, account research, and events, alongside leads and introductions from Marketing and partners. Help customers recognize where the company can solve a business problem and build a case for investment.

• Deal momentum. Establish clear next steps, secure customer commitments, surface obstacles early, and drive opportunities toward a buying decision.

• Complex buying processes. Build relationships across Engineering, Support, QA, and SRE, engage executive sponsors, and navigate finance, security, legal, and procurement.

• Technical proofs of value. Partner with our pre-sales and field engineering teams to define focused evaluations with agreed success criteria, measurable outcomes, and a clear path to a commercial decision.

• Expansion. Turn successful initial deployments into broader adoption by identifying additional use cases, teams, and executive priorities.

• Sales discipline. Apply MEDDIC/MEDDPICC and Command of the Message to qualify opportunities and communicate value. Maintain accurate forecasts and clear opportunity records in Salesforce.

• The enterprise playbook. Bring customer insights to Product and Marketing, and help establish repeatable approaches to discovery, evaluation, account planning, and expansion.

WHAT YOU BRING

• 5+ years of full-cycle SaaS sales experience, including substantial enterprise experience and a demonstrated record of closing complex, six-figure new-logo platform deals.

• Experience selling technical products to CTOs, VPs of Engineering, and other technical leaders. Developer tools, observability, DevOps, or AI platform experience is strongly preferred.

• A hunter mindset, demonstrated through success creating pipeline, breaking into new accounts, and winning business.

• A track record of achieving or exceeding quota, with clear examples of how you personally advanced and closed complex deals.

• A strong understanding of enterprise platform sales: developing champions, reaching economic buyers, building a business case, and aligning multiple functions around a purchase.

• Experience leading scoped POCs or proofs of value with technical partners and converting successful evaluations into revenue.

• Working knowledge of MEDDIC/MEDDPICC and Command of the Message.

• The technical curiosity to understand customer software environments and discuss how code, telemetry, and AI fit into their workflows.

• Experience as an early AE at a startup, selling into PE portfolio companies, or working with regulated industries is a plus.

HOW YOU WORK

• You’re competitive and motivated by results. You pursue opportunities with urgency, ask directly for commitments, and hold yourself accountable for converting pipeline into revenue.

• You enter customer conversations with a researched point of view and refine it through discovery. You ask thoughtful questions, understand the customer’s priorities, and connect technical capabilities to outcomes they can measure.

• You combine persistence with sound judgment. You recognize when an opportunity deserves more investment, when to change your approach, and when to walk away.

• You take ownership of your accounts and pipeline, communicate risks early, and keep commitments. You’re comfortable building in an evolving environment and contribute practical improvements as you learn what works.

WHAT SUCCESS LOOKS LIKE

• By day 60: Own at least five active opportunities and build $300K in qualified pipeline.

• By day 90: Maintain a qualified pipeline at 2–3 times your quarterly target, with an initial closed deal as the ideal milestone.

• By month six: Close at least three new logos and initiate at least one expansion into a second team.

• By month twelve: Develop at least one referenceable customer and contribute proven practices to the enterprise sales playbook.

WHY the company

This is an opportunity to help build an enterprise sales organization at a rapidly growing AI-native company. You’ll pursue a large addressable market, work directly with the CRO and founders, and partner with technical teams that can help customers prove value in their own environments.

As an enterprise AEs, your impact will extend beyond the deals you close. The customer relationships you build and the practices you establish will help shape the company’s next stage of growth.