Founding Account Executive
At a glance
Mid-level Account Executive role at Clera. Remote, United States · full-time.
Pay not stated
growthroles summary, based on the employer's posting.
What you'll do
- Create enterprise pipeline through outbound prospecting, personal networks, and focused account engagement
- Build consensus among architects, engineers, technical champions, executives, and other buying participants
- Turn technical validation and proof-of-value findings into ROI, business value, speed, and risk-reduction cases
- Set success measures and mutual action plans for proof-of-value work, then advance opportunities with the CEO
- Use customer conversations to refine the ICP, positioning, sales process, and product feedback loop
What you bring
- Six to ten years owning enterprise SaaS deals from prospecting through signature
- A record of winning new customers in emerging or newly forming technology categories
- Background selling infrastructure, cloud, AI/ML, developer tools, data platforms, or architecture-focused products
- Credibility with technical buyers and experience coordinating enterprise decisions across engineers and executive sponsors
- Experience building sales methods in early-stage or founder-led settings, plus a structured approach to unclear problems
Who this fits
You'll suit a builder who can sell to technical and executive audiences while creating the sales system around the work. The role is fully remote, with New York as the primary location. You must be authorized to work in the United States because visa sponsorship is unavailable.
From the employer
About the Role
This is the founding Account Executive role at a seed-stage AI/ML infrastructure startup, where you will build the commercial engine from the ground up alongside the CEO. You will own complex, consultative enterprise sales cycles end-to-end in a category-creation market, landing the lighthouse customers that establish the company's position and defining how a new category of tech architecture tooling gets sold.
What You'll Do
Generate pipeline from scratch through scrappy outbound, network-driven opportunities, and high-conviction account engagement.
Engage architects, staff-level engineers, and platform teams early to understand their architecture challenges, modernization goals, and organizational constraints.
Multi-thread across technical champions, engineering leadership, and executive sponsors to build buying alignment.
Partner with a Solutions Architect to translate technical validation and proof-of-value work into decision-grade artifacts.
Convert technical proof into clear business narratives, including ROI analyses, BVAs, velocity, and risk reduction, to move deals forward.
Structure and drive proof-of-value engagements with defined success criteria and mutual action plans.
Partner closely with the CEO to secure executive alignment and drive deals to close.
Shape ICP, positioning, and the go-to-market system through field insights, and feed high-fidelity market intelligence back into product and activation.
What We're Looking For
6 to 10 years of enterprise SaaS sales experience with full-cycle ownership, from pipeline generation through close.
Demonstrated success closing net-new business in emerging or category-creation markets.
Experience selling infrastructure, cloud, AI/ML, DevTools, data platforms, or other architecture-level technology offerings.
Proven ability to engage skeptical, highly technical buyers, including architects, principal and staff engineers, and engineering leadership, with genuine technical credibility.
Track record navigating multi-stakeholder enterprise buying processes with both technical champions and executive sponsors such as CTOs and VPs of Engineering.
Experience operating in early-stage or founder-led environments where GTM systems and sales playbooks were still being defined.
Consultative and diagnostic mindset: you frame situations before pitching and bring structure to ambiguous problems.
Experience converting product-led usage and intent signals into structured enterprise sales processes.
High comfort with ambiguity and a builder mentality suited to 0-to-1 environments.
Familiarity with modern cloud-native ecosystems, including hyperscalers, developer infrastructure, or AI platforms, is a plus.
Location
Fully remote. Primary location: New York, NY, United States. Visa sponsorship is not available; candidates must be eligible to work in the United States.
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