Founding Account Executive, AI-Native
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Job Description
Founding Account Executive driving B2B SaaS sales. Own full sales cycle and leverage AI tools for pipeline generation.
Responsibilities:
- 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
Requirements:
- 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
- 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)
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