Account Executive
At a glance
Mid-level Account Executive role at Nace AI. Palo Alto · full-time.
Pay not stated
growthroles summary, based on the employer's posting.
What you'll do
- Run NDI deals from lead qualification through discovery, demonstrations, evaluations, negotiation, and close
- Work with the CEO on deal choices, pricing decisions, and priorities for taking NDI to market
- Create outbound coverage for financial services, fintech, accounting, audit, and developer segments
- Keep CRM records accurate, forecast pipeline results, and share weekly conversion and health updates
- Build the sales playbook, then guide onboarding and expansion after accounts close
What you bring
- At least four years in B2B SaaS sales, including two years closing as an Account Executive
- Evidence of meeting or surpassing quota, preferably while creating a startup or new-product sales motion
- Confidence selling to engineering leaders, CTOs, and heads of data through technical demos and evaluations
- Clear written and spoken communication, with the ability to make complex products understandable
- Ability to work independently, maintain orderly pipeline records, and challenge the CEO using data
Who this fits
This suits a founding salesperson who wants to shape how a technical AI product is positioned, priced, and sold rather than inherit an established process. You’ll work closely with the CEO and handle both strategic and hands-on sales work. The role is on-site in Palo Alto, and you must be based in or willing to relocate to the Bay Area.
From the employer
This role is on-site in Palo Alto, CA.
About Us:
At Nace AI, we are redefining how professional services operate by delivering Sovereign Specialized Intelligence. As an applied research and product company, we equip enterprises with a comprehensive AI stack to build customized, secure intelligence tailored to their unique business needs.
Driven by advanced Small Language Models and our dynamic metamodel framework, our flagship platforms - Nace Data Intelligence and the Nace SLM Cloud - enable true end-to-end business process automation. The result is transformative ROI: professional services firms using Nace AI are currently recovering 1,000 hours per client engagement, drastically reducing overhead and accelerating delivery.
The work we are doing has a meaningful impact across industries, and every hire at Nace AI plays a critical role in shaping the company’s trajectory. This is a unique opportunity to join a high conviction AI company at an early stage and directly influence its growth.
If building a world-class AI team from the ground up excites you, we’d love to talk.
The role
Co-founders and VP of Sales are hiring our first Account Executive dedicated to NDI (Nace Data Intelligence). You’ll work directly with our CEO to own the commercial motion for a brand-new product: taking over the inbound interest and early customers generated by launch, converting them into paying accounts, and building the sales playbook that the rest of the team will follow.
This is a founding sales role at an early-stage company. You’ll be selling a technical product to technical buyers, working without a mature playbook, and shaping how NDI is positioned, priced, and sold. If you want a ready-made territory and a well-oiled sales org, this isn’t it. If you want to be the person who figured out how a new AI product gets sold, read on.
What you’ll do
Own the full sales cycle for NDI (Nace Data Intelligence), our new OCR product — qualification, discovery, demo, technical evaluation, commercial negotiation, and close — for inbound leads and the early-customer pipeline from launch
Partner day-to-day with the CEO on deal strategy, pricing, and go-to-market priorities; run the pipeline he’d otherwise be running himself
Build outbound motion into target segments (financial services, fintech, accounting and audit firms, and developer teams building document-heavy products) and refine the ICP based on what actually converts
Run technical demos and coordinate proof-of-concept evaluations with our engineering team; translate customer requirements into clear feedback for the product roadmap
Own the CRM: keep pipeline data clean, forecast accurately, and report weekly on pipeline health and conversion
Develop the NDI sales playbook — qualification criteria, discovery guides, objection handling, pricing guidance, and case studies — so the next hires can ramp fast
Manage the handoff from closed deal to onboarding and work with the team to ensure early customers expand
Represent Nace AI at industry events, developer conferences, and customer meetings
What we’re looking for
4+ years of B2B SaaS sales experience with at least 2 years closing as an Account Executive; experience selling API, developer, data, or infrastructure products strongly preferred
Track record of hitting or exceeding quota, ideally in a startup or new-product environment where you helped define the motion rather than inherited it
Comfort selling to technical buyers — engineering leads, CTOs, heads of data — and the ability to run a credible demo and hold your own in a technical evaluation conversation
Experience in or exposure to financial services, fintech, accounting, or audit is a plus
Strong written and verbal communication; you can explain a complex product simply and write a follow-up email people actually reply to
Highly organized and self-directed; you keep a clean pipeline without being asked
You’re comfortable working closely with a CEO, taking direction, pushing back with data, and doing the unglamorous work of a founding role
Based in or willing to relocate to the Bay Area
Nice to have
Prior experience as a first or early sales hire
Familiarity with document AI, OCR, RAG, or retrieval systems
Experience selling usage-based or consumption-priced products
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