Enterprise Account Executive - Hybrid

Enterprise Account Executive - First Sales Hires at Developer-Focused Startup Why This Opportunity is Special

$150,000 - $175,000 base + competitive equity package

San Francisco-based with hybrid flexibility

$95M Series B funding from top-tier investors

First Enterprise AEs - build the sales motion from ground up

Scale from $20M+ ARR with proven product-market fit

Our client has achieved $20M+ ARR through purely product-led growth and founder-led sales, powered by customers like leading AI companies during the AI boom. Join as the first true Enterprise Account Executive to scale proven product-market fit while building sales processes from the ground up at a fast-growing, well-funded company.

Drive Enterprise Sales - Be instrumental in scaling revenue from $20M+ ARR, owning high-value deals with industry leaders in the AI and developer tools space.

Riding the Enterprise SaaS Wave - As enterprises increasingly seek integration solutions, our client is perfectly positioned to capitalize on growing demand for enterprise-ready applications.

Developer-First Product - Join a company building ’Stripe for enterprise features’ - helping SaaS companies cross the ’Enterprise Chasm’ with authentication, identity, and authorization tools.

• Own high-value enterprise deals with fast-growing SaaS companies and AI leaders
• Build enterprise sales motion from the ground up alongside leadership team
• Navigate complex sales cycles with technical decision makers (CTOs, Head of Engineering)
• Develop consultative relationships with developer-focused prospects
• Create and refine processes for scaling enterprise sales

• 6-7 figure deal cycles with sophisticated technical buyers
• Complex stakeholder management across engineering and executive teams
• Product demonstrations requiring deep technical understanding
• Pipeline development through both inbound PLG motion and outbound prospecting
• Sales process optimization in fast-moving startup environment

• Partner with product team to influence roadmap based on enterprise feedback
• Work with marketing to develop enterprise messaging and positioning
• Collaborate with customer success on implementation and expansion strategies
• Support leadership in building scalable sales infrastructure

• Consistently exceed enterprise sales quotas in 6-7 figure range
• Build and maintain healthy pipeline of qualified enterprise prospects
• Demonstrate strong win rates with technical buyer personas
• Contribute to establishing repeatable enterprise sales processes

• 5+ years of enterprise SaaS sales experience at early-stage companies
• Pre-$5M ARR experience - you've built sales processes from scratch
• Consistent quota achievement with track record of exceeding targets
• Technical selling experience to CTOs, Head of Engineering, core engineering teams

• Enterprise sales expertise managing 6-7 figure deal cycles
• Developer tools or infrastructure sales experience preferred
• Technical acumen - deep understanding of APIs, authentication, enterprise integrations
• IAM solutions familiarity (SSO, directory sync, audit logs) is a plus

• Low ego, high hustle - willing to do whatever it takes without arrogance
• Scrappy execution - comfortable building processes in ambiguous environments
• Technical curiosity - genuine interest in understanding developer problems
• Strong relationship building skills with technical decision makers
• CRM proficiency - expert-level pipeline management and forecasting

• At least one anchor role of 2+ years showing company growth leadership
• Outbound prospecting skills - strong lead generation and relationship building
• Consultative sales approach vs. traditional ’golf course pitch’ methods

• Big company backgrounds without early-stage startup DNA
• High ego personalities - arrogant or entitled attitudes
• Non-technical selling experience - only sold to procurement/finance teams
• Lack of early-stage experience - no pre-$5M ARR background

• Range: $150,000 - $175,000
• Structure:
  Competitive base + uncapped commission potential
• Equity:
  Significant equity package with real upside potential

• Comprehensive health/dental/vision coverage
• Flexible PTO and work arrangements
• Professional development opportunities
• Latest technology and equipment provided

• Location:
  
  San Francisco-based role
• Flexibility:
  Hybrid model with in-person collaboration
• Events:
  Expected attendance at key industry events and team gatherings
• Culture:
  Developer-focused, low ego, high-performance environment