Founding Account Executive
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Overview
Job Description
Location: New York, NY
Work Model: Hybrid
Industry: Cloud infrastructure cost optimization (B2B SaaS)
Compensation: $125K-$150K base, $325K OTE (uncapped)
About the Company
Our partner is a profitable, venture-backed SaaS startup (over $20M raised) building in the cloud infrastructure cost-optimization space. They sell a genuinely new product category to engineering-led teams and have scaled revenue rapidly since launch. The go-to-market team is small and founder-involved, and this hire will be one of its earliest members.
The Opportunity
This is a founding Account Executive role: the first dedicated, quota-carrying seller on the team. You will own the full sales cycle end to end, from self-sourced pipeline through multi-threaded technical evaluations to close, and help build the sales motion and systems from scratch. Because the product is technical and the buyers are engineers, you will work closely with the founders and engineering during the ramp period, then take increasing ownership of deals as the motion matures.
Responsibilities
- Own full-cycle sales: self-source pipeline, run structured discovery, design pilots, and close.
- Sell a technical product to technical, engineering-led buyers, translating product value across engineers, executives, and operators.
- Multi-thread and navigate enterprise deals, coordinating technical evaluations with engineering support.
- Build the repeatable sales motion, systems, and processes as the founding seller.
- Maintain strong operational discipline: accurate forecasting, CRM hygiene, and a measurable process.
Requirements
- 2-4 years of B2B SaaS sales experience with a track record of sourcing and closing deals.
- A true hunter comfortable self-sourcing pipeline with limited inbound volume.
- Experience selling technical products (dev tools, infrastructure, data, or adjacent) to technical buyers, or a CS/technical background that signals credibility with engineers.
- Startup experience and the range to wear many hats in a fast-moving environment.
- Excellent written and verbal communication with both engineers and executives.
- Strong operational discipline around forecasting, pipeline management, and CRM.
Automate your job search with Sonara.
Submit 10x as many applications with less effort than one manual application.
