Technical Account Executive

We're looking for a founding Technical Account Executive to join our sales team and help us build a scalable revenue engine for Pydantic Logfire . You'll be hunting new business through targeted outbound efforts while capitalizing on strong inbound demand, working directly with CTOs and Lead Engineers who are building the future of AI observability.

This is not your typical AE role. If you're looking for a gig where you pair with a sales engineer on every call, this isn't it. We're looking for Technical AEs who can run demos solo, understand AI engineering and observability, and can own the full sales cycle.

This role might appeal to you if you have experience working with:
Dev Tools, AI systems or infrastructure software in roles such as:

• Account Executive
• Pre/Post Sales Engineer
• Technical Founder
• Customer Success Engineer

You are interested to get in early at a company with genuine product-market fit. Pydantic AI is already the fastest growing agent framework (this is how many of our customers hear about Logfire), now we're building the observability platform that the AI engineering ecosystem needs.

We are growing fast, our technology is second-to-none, and the commission is uncapped.

Your goal is to close enterprise deals and grow Logfire's revenue. You'll work closely with Chris (VP Sales) to prove out our sales motion before we scale the team.

1. Close New Business

• Hunt:
  Prospect into target accounts, build your own pipeline, and generate demand from scratch
• Handle:
  Own inbound leads from demo requests, sales@ emails, and product-led signals
• Run discovery, demos, and POCs with minimal hand-holding

2. Qualify & Route Strategically

• Recognize when a deal is bigger than it looks and flag it early
• Learn to spot the signals that separate tire-kickers from buyers
• Build the pattern-matching instincts that will make you dangerous on larger deals later

3. Own the Full Cycle

• You're not handing off to CS immediately after the close — you'll ensure customers are set up for success in the first 2 weeks
• Work closely with our post-sales Solutions Engineers on complex technical onboarding and great customer experience

4. Help Build the Playbook

• We're early. The sales motion isn't fully documented yet. You'll help write it.
• Your feedback on what's working (and what isn't) shapes how we scale

• Technical enough to demo solo. You know what a stack trace is, you can explain the difference between traces and spans, and you won't panic when a prospect asks about Open Telemetry instrumentation. We'll train you on Logfire specifics, but you need the foundation.
• Quota-carrying experience. Ideally in Dev Tools, Observability, or AI/ML infrastructure. You've carried a quota and hit it consistently.
• Comfortable with early-stage ambiguity. We're ~20 people. There's no Rev Ops team, no enablement function, no massive support structure. You figure things out.
• A hunter, not an order taker. You don't wait for pipeline to be handed to you, you build it. You're comfortable with cold outreach, creative prospecting, and the grind of generating demand from scratch.
• Hungry. Uncapped commission, equity upside, and the chance to be AE #1 or #2 at a company with real traction. This is the risk/reward profile you've been looking for.
• US East Coast based. We need timezone overlap with UK leadership and US enterprise customers.

Day to day:

• Prospecting: cold emails, Linked In outreach, and working your target account list
• Build automations to identify leads early
• Run 3-5 discovery/demo calls per week (mix of outbound meetings you've booked and inbound leads)
• Keep your CRM hygiene tight (Pylon routes leads based on what you enter)
• Prep team before calls on larger deals; own follow-ups, scheduling, and CRM updates
• Work async with a remote team across US and UK timezones
• Some deals will require a 2-4 week POC - you'll run these
• You'll see deals with stakeholders who need to be negotiated with, security reviews, legal redlines, and procurement hoops. Welcome to enterprise sales.

What success looks like:

• Month 2:
  First closed deal
• Quarter 1:
  Hitting 80%+ of ramp quota
• Quarter 2+:
  Consistent quota attainment, starting to spot and flag larger deals early

• 50/50 Split:
  Competitive base salary and variable commission structure, providing a balanced OTE (On-Target Earnings) for the US East Coast market.
• Guaranteed Ramp:
  To allow you to focus on learning the product and the market, we provide 100% of your OTE (Base + Variable) for the first 6 weeks.
• Uncapped Commission: 10% commission on the contracted value of every deal you close, paid upon invoice collection, with no ceiling on your earnings.
• Expansion Participation:
  Unlike many AE roles, you retain skin in the game with a 10% commission on account expansion and usage overages during your first year with a customer.
• Strategic Assist Credit:
  We incentivize team-wide success. For identifying and qualifying large-scale "whales" that require a founder-led close, you…