Account Executive, LLMs San Francisco, CA

Goodfire is a research company using interpretability to understand, learn from, and design AI systems. Our mission is to build the next generation of safe and powerful AI—not by scaling alone, but by understanding the intelligence we're building.

Scaling has proven powerful, but today's approach is fundamentally limited: we can't meaningfully understand, debug, or shape what models learn. Every engineering discipline has been gated by fundamental science and AI is at that inflection point now.

Goodfire is a public benefit corporation headquartered in San Francisco with a team of the world’s top interpretability researchers and engineers from organizations like OpenAI and Deep Mind. We're backed by over $200M from B Capital, Menlo Ventures, Lightspeed, Eric Schmidt, and others.

We're looking for an Account Executive to focus on the LLM market and close strategic partnerships across frontier labs, AI-native companies, and the broader tech domain. This role demands consultative selling ability, technical fluency, and strong market judgment: the ability to understand the language model landscape, build thoughtful account strategies, and identify where Goodfire can help customers build safer, more capable AI systems.

This is a high-autonomy role where you will play a key role in defining our go-to-market motion for the Large Language Model market. You will own strategic accounts end to end: developing market-specific account plans, running discovery with deeply technical buyers, partnering with the Field Team to scope pilots, negotiating commercial terms, and expanding successful engagements across complex technical organizations.

Our buyers are CTOs, Heads of AI, and research leaders. You'll need to be technically curious, precise, and credible enough to earn trust with technical teams.

• Own strategic sales cycles: build pipeline, run discovery, navigate technical and executive stakeholders, negotiate agreements, and close new partnerships.
• Develop vertical account strategies: map the LLM market, identify the right wedge, and prioritize accounts where Goodfire can create meaningful value.
• Translate technical roadmaps into commercial opportunities: understand customer needs across model development, evaluation, safety, reliability, perception, planning, autonomy, and deployment.
• Partner with the Field Team: shape pilots, technical scopes, success criteria, and expansion paths that demonstrate real impact for customers.
• Build vertical-specific playbooks: test messaging, qualification criteria, deal structures, and repeatable sales motions

• Experience owning and closing complex sales cycles with technical or research-oriented buyers.
• Strong discovery, commercial judgment, and ability to connect a technical product to a concrete customer problem.
• Ability to learn language models, reasoning systems, agentic workflows, and model evaluation concepts quickly and communicate credibly with engineers, researchers, CTOs, and Heads of AI.
• Ability to manage a complex technical sales motion while understanding customer workflows and success criteria.
• High agency, strong written and verbal communication, and comfort operating without a fully mature sales playbook

• Experience selling AI/ML, infrastructure, developer tools, data platforms, security, or other deeply technical products.
• Familiarity with language model development, reasoning systems, agentic workflows, model evaluation, or model deployment workflows.
• Track record selling to CTOs, Heads of AI, research leaders, ML platform teams, or technical executives

All we do is in service of our mission. We trust each other, deeply care about the success of the organization, and choose to put our team above ourselves.

We are constantly looking to improve every piece of the business. We proactively critique ourselves and others in a kind and thoughtful way that translates to practical improvements in the organization. We are pragmatic and consistently implement the obvious fixes that work.

There are no bystanders here. We…