Founding Enterprise Account Executive
- AI
- Machine Learning
Not enough detail in this posting to match
About the Role
A fast-growing, seed-funded AI startup building an operating system for regulated industries is hiring two Founding Enterprise Account Executives to own and build the enterprise sales motion from the ground up. With 16 people on the team, 80% of POCs converting to paying customers, and a CEO actively handing off the full sales lifecycle, this role exists because demand is outpacing current capacity. You will shape the playbook, own outbound pipeline, and close six-figure deals with some of the largest buyers in a multitrillion-dollar industry.
The ideal candidate is a low-ego, collaborative builder with 3 or more years of B2B SaaS sales experience, including at least one year closing enterprise deals at $200K or more ACV at a startup (Series C or earlier). You have built outbound pipeline from scratch, thrive in ambiguous environments, and get genuinely excited about early-stage companies. SDR or BDR roots are a plus, President's Club recognition is a strong signal, and a consulting-only background is a hard no.
Key Responsibilities
- Build and own your pipeline end to end, sourcing roughly 85% outbound leads, running discovery calls, managing demos, and closing enterprise deals at $200K or more ACV
- Shape the enterprise sales playbook and go-to-market processes as a founding sales team member, defining how the company scales its motion
- Partner directly with the CEO to take over the full sales lifecycle he currently owns, from first call through close, across 30 to 60 day deal cycles
- Navigate complex, multi-stakeholder deals with technical and skeptical buyers including chief actuaries, heads of product, and P&L owners
- Drive customer expansion by identifying and executing upsell and growth opportunities within closed accounts
- Represent the company at industry conferences and leverage inbound interest from word of mouth to complement outbound efforts
- Provide structured feedback on buyer conversations and market signals to inform product and go-to-market strategy
Required Skills & Experience
- 3 or more years of total B2B SaaS sales experience with at least 1 year closing enterprise deals at $200K or more ACV
- Experience at a high-growth startup (Series C or earlier) where you built or contributed to outbound pipeline without heavy SDR support
- Demonstrated history of closing and expanding large, multi-stakeholder deals with technical buyers
- Prior SDR or BDR experience with a track record of building outbound pipeline from scratch
- Genuine enthusiasm for early-stage startup environments and comfort operating with ambiguity
- Bachelor's degree or equivalent experience
- Open to visa transfers including OPT and H1B transfers
Preferred Skills
- Experience selling AI, machine learning, data, or highly technical products to technical buyers
- President's Club or equivalent recognition for sales performance
- Familiarity with regulated industries such as insurance, financial services, or healthcare
- Stable tenure history with roles of two or more years, showing ability to see deals and playbooks through to maturity
Founding Enterprise Account Executive · BPT Staffing