Strategic Account Executive — Startups & ISVs; SF OR Seattle

Strategic Account Executive — Startups & ISVs (SF OR Seattle)

8+ Years

Seattle, Washington, USA

Full-Time

Aivar is an AI-native services company built on a simple belief: AI shouldn't just assist the enterprise — it should earn the right to run it, with people leading. We run the work enterprises can't afford to get wrong, on a governed agentic operating system that's accountable for every action and smarter with every decision. Backed by Bessemer Venture Partners and Sorin Investments, founded by ex-AWS leaders, and trusted by 120+ enterprise customers across North America, India, and the Middle East.

You'll be Aivar's first dedicated seller into the startup and ISV market — owning new logo acquisition end to end, breaking into high-growth technology companies, and turning early wins into long-term partnerships. This is a hunter's seat: you don't inherit a book. You build one. You identify the right startups and ISVs, earn the relationship, land the deal, and grow it into a multi-year engagement.

If you've built pipeline from nothing, closed deals that weren't in any CRM when you started, and love the energy of a fast-moving customer — this was written for you.

• Hunt. Break into named startup and ISV accounts across North America — opening doors cold, building founder and technical‑leader relationships, and running a disciplined outbound motion.
• Close. Own the full cycle from first call to signed contract: qualification, solutioning with our architects, navigating fast‑moving procurement, negotiation, and close.
• Grow. Turn every new logo into a long‑term partnership — expanding into new product lines, engineering teams, and budgets as the company scales.
• Build the motion. Define how Aivar wins with startups and ISVs: the wedge, the messaging, and the repeatable playbook for a high‑velocity segment.
• Partner with AWS, Anthropic. Work joint opportunities with AWS and Anthropic field teams to accelerate access and credibility.
• Own your number. Carry and forecast revenue, run account plans and QBRs, and report pipeline, risk, and momentum to leadership.

• 5+ years in enterprise or mid‑market sales, account executive, or client‑partner roles in IT services, SaaS, or technology consulting — with a track record of opening and closing new logos, not just managing existing ones.
• Direct experience selling into startups, ISVs, or high‑growth technology companies in North America, including comfort engaging with founders, CTOs, and engineering leaders.
• Proven ownership of new‑business and expansion targets — and the receipts to show you've consistently hit them.
• Experience selling cloud, data/analytics, or AI/ML offerings (preferred).
• The ability to earn trust at the CXO and founder level and translate technical capability into business value and signed deals.
• Sharp commercial instincts: pipeline discipline, forecasting, pricing, and contract fluency.
• High ownership, high urgency, and the resilience to build a segment from early traction.

• 5+ years in enterprise or mid‑market sales, account executive, or client‑partner roles in IT services, SaaS, or technology consulting.
• Direct experience selling into startups, ISVs, or high‑growth technology companies in North America.
• Proven ownership of new‑business and expansion targets.
• Experience selling cloud, data/analytics, or AI/ML offerings (preferred).
• The ability to earn trust at the CXO and founder level.
• Sharp commercial instincts.
• High ownership and urgency.

• Experience selling cloud, data/analytics, or AI/ML offerings.

Uncapped commission with real accelerators. Over performance pays exponentially, not linearly. Meaningful equity. You're early enough…