Account Executive
At a glance
Mid-level Account Executive role at Ampersand. San Francisco · full-time · $74,000–$122,000 base.
Growth Roles summary, based on the employer's posting.
What you'll do
- Run qualified growth-stage opportunities from first conversation through negotiation and signed contract
- Lead discovery that surfaces technical and business needs, then assess fit against the company’s ICP
- Discuss integrations, authentication, and reliability with engineering stakeholders, bringing in deeper technical support when needed
- Build your target-account and outbound approach while maintaining your own pipeline
- Help shape discovery guides, qualification rules, objection responses, and deal strategy with GTM partners
What you bring
- At least one year of full-cycle or closing experience in B2B SaaS sales
- A record of reaching or surpassing quota in a closing role
- Regular use of AI tools and the ability to discuss AI products credibly with buyers
- Comfort learning APIs, OAuth, webhooks, and integrations for technical sales conversations
- Clear communication for discovery calls and negotiations, plus comfort creating process in ambiguous settings
Who this fits
You’ll suit a mid-level closing role where you independently manage growth-stage accounts while developing a new sales playbook. The work fits someone comfortable with technical buyers, AI products, and increasing autonomy. This is a hybrid role in San Francisco, with in-office days on Monday, Tuesday, and Thursday.
From the employer
Our Mission
At Ampersand, we are building scalable integration infrastructure that delivers real-time context to AI agents in seconds. Our declarative platform, 150+ open-source connectors, and embeddable UI components give developers the building blocks they need to ship deep, bidirectional integrations.
We power cutting-edge AI companies like 11x, Orb, Square, and Crunchbase. Almost every engineering team that has evaluated us against other solutions has chosen to use Ampersand. As our product and brand evolve, we're looking for great people to join our experienced team of former Firebase, AWS, Meta and Square engineers and operators.
About Us
Ampersand was founded in 2022 by Ayan Barua and Lauren Long — two engineers and repeat founders with a rare combination of developer tools and SaaS experience. You can learn more about our full team here.
We've raised Series A funding from top-tier investors known for their early-stage bets on generational companies like Anthropic, Apple, Twilio, Supabase, and Vercel.
Together, we believe:
This is a once-in-a-generation opportunity to build the connectivity infrastructure for AI. Seizing this moment requires passion, hard work, and continuous learning. At the same time, this is a marathon, not a sprint.
Velocity comes from great strategic decisions, not doing the 99 things you don't have to do.
In five core values that shape how we work every day: Craft, Customer Empathy, Ownership Mindset, Velocity, and Humility.
The Role
We're looking for an Account Executive to drive end-to-end sales for a set book of growth-stage accounts, partnering closely with our Founding AE and GTM leadership as you work your way up to handling larger, more complex deals. You’ll lead prospects from the initial conversation all the way through closing — including discovery, technical assessment, negotiation, and signature — while learning and shaping the sales playbook our team is creating from scratch.
This is a high-responsibility position, designed for someone who has closed deals before and is ready to independently manage their own pipeline with increased autonomy.
What You'll Own
Full-Cycle Sales — Manage the complete sales process for growth-stage accounts, from qualified opportunity to contract signing.
Discovery & Qualification — Conduct discovery calls that uncover true technical and business needs, and qualify opportunities based on Ampersand’s ICP.
Technical Conversations — Speak credibly with engineering leaders and technical stakeholders about integrations, authentication, and system reliability, with support from AEs and Solutions on deeper technical validation.
Pipeline Management — Account targeting and outbound strategy, and manage your own pipeline with the same discipline you'd expect on a much larger book.
Playbook Development — Contribute to the sales frameworks the team is building — discovery guides, qualification criteria, objection handling — and help make them better as you learn what works.
Cross-Functional Partnership — Work closely with other AEs, GTM, and leadership on deal strategy, and loop in Product on the customer feedback that should shape the roadmap.
What You'll Bring
1-3+ years running full-cycle or closing sales in B2B SaaS, ideally with some exposure to technical products or technical buyers.
A proven track record of meeting or exceeding quota, even if you’re early in your closing career.
AI fluency. You regularly use AI tools in your work and can have credible conversations with buyers building AI-powered products.
Technical curiosity. You don't need to be an engineer, but you're at ease learning the basics of APIs, OAuth, webhooks, and integrations to participate in technical discussions.
Strong communication skills, able to lead effective discovery calls and confident negotiations.
A builder's mindset. You thrive in ambiguity and want to help design a sales process, not just follow an established one.
Even Better If You
Started your career as an SDR or BDR and are ready for your first or second closing position.
Have experience selling to GTM buyers (Salesforce, CRM, revenue tools) or fintech buyers (payments, Square-ecosystem, ERP).
Have a technical background—computer science courses, bootcamp, or shipped personal projects.
Have used AI tools to build or deploy something, even a small personal workflow or automation.
The Perks
Competitive salary and equity
Medical, dental, and vision insurance
Free lunch on in-office days (Mon/Tue/Thu)
401(k) with company match, commuter benefits, HSA
Up to 4 weeks PTO
Team socials and retreats
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