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Account Executive (Core Infrastructure)
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Company Overview
Our client is a fast-growing AI infrastructure platform, on track to 3x last year's ARR, built for enterprise-scale GenAI, LLMOps, and MLOps. Their platform optimizes GPU utilization, automates ML workflows, and enables secure AI deployments across hybrid environments. Backed by leading strategic investors and trusted by thousands of AI teams worldwide, they help engineering-led organizations run AI infrastructure efficiently at scale. With demand outpacing the maturity of their sales motion, they're building out a founding sales team to keep pace and define how they sell going forward. They operate fully remotely and prioritize personal accountability, growth, and a culture that values diverse perspectives.
Role Summary
We're hiring a founding Account Executive to hunt and close new enterprise business across infrastructure and platform teams. This is a pure new-business, hunting-focused role, not account management or renewals. You'll be one of the first AEs helping shape the company's sales motion and playbook as they scale, so we're looking for someone who wants to build, not just execute an existing process.
We're specifically interested in people who understand infrastructure and developer buyers. Ideal candidates have mid-market to lower-enterprise selling experience and come from a core infrastructure background, selling directly to developer teams, platform teams, and technical buyers rather than pure line-of-business stakeholders. Experience in observability, MLOps, or Kubernetes management is also a strong signal. We're looking for someone on a clear upward trajectory in their career: hungry, ambitious, and genuinely energized by the pace and ambiguity of an early-stage, fast-scaling sales org.
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Key Responsibilities
- Own the full sales cycle: prospecting, qualification, discovery, negotiation, and closing, consistently meeting or exceeding quarterly and annual revenue quotas.
- Hunt for and qualify net-new opportunities in AI-driven industries, targeting infrastructure teams managing GPU/hardware, IT, and AI teams needing AI orchestration solutions.
- Build and run a self-sourced pipeline of enterprise opportunities, complemented by inbound and marketing-sourced leads.
- Coordinate prospect meetings and technical evaluations, ensuring the right internal team members (Sales Engineers, Solutions Architects) support each deal; document minutes and status, handle timely follow-ups, and keep the CRM current.
- Develop tailored value propositions showcasing cost savings, scalability, and AI acceleration, mapped to each prospect's infrastructure and technical priorities.
- Collaborate with Sales Engineers and Solutions Architects to run technical evaluations, address client pain points, and customize proposals for enterprise buyers.
- Negotiate contract terms and pricing to close new business, working with Legal and Finance as needed.
- Track pipeline health, conversion rates, and revenue forecasts using CRM tools, reporting accurately on deal status and forecast confidence.
- Help build and refine the sales playbook, messaging, and qualification criteria as one of the founding members of the sales team.
- Monitor market trends, competitor activity, and customer feedback to inform sales strategy and positioning.
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Required Qualifications
- 4+ years in software/SaaS sales as a quota-carrying Account Executive, with experience selling to developer teams and technical buyers in mid-market to lower-enterprise accounts
- Core infrastructure background, or experience in observability, MLOps, or Kubernetes/container management
- Proven track record of new-business hunting and closing, not primarily account management or renewals
- Strong negotiation, communication, and relationship-building skills
- Familiarity with sales methodologies (e.g. MEDDIC) and CRM tools (e.g. HubSpot, Salesforce)
- Ability to translate technical AI/ML and infrastructure concepts into business outcomes for customers
- Strong spoken and written English
Preferred Qualifications
- Experience at a core infrastructure or developer-tooling company
- Experience as an early or founding AE, helping build sales process and playbooks rather than executing an established one
- Experience running complex, technical sales cycles involving multiple stakeholders (engineering, IT, procurement)
- An existing network within AI/infrastructure enterprise ecosystems
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