Digital Native AI Account Executive

About the role

You own a book of AI-native startup accounts and drive revenue across AssemblyAI's Voice AI infrastructure offerings from first touch through initial production rollout. You generate pipeline through proactive, creative outbound, including personalized outreach, conferences, exclusive events, and warm introductions. You craft outbound communications that deliver real value to prospects with custom benchmarks, competitive insights, and use-case-specific demos that earn replies. You develop authentic champions within target accounts who advocate for AssemblyAI internally and shepherd deals to closure. You engage multiple leadership stakeholders in parallel, including CTO, CPO, VP Engineering, VP Product, and VP of AI, to build consensus and de-risk complex deals. You position AssemblyAI's value and pricing against alternatives with clear, quantitative and qualitative differentiation. You drive urgency through business value at every touchpoint, keeping momentum and intent high throughout the sales cycle. You quarterback multi-threaded deals, bringing insights, perspective, and consistent energy to every customer interaction.

Key facts

What you'll do

• Own a book of AI-native startup accounts, leading potential customers across the full sales cycle from prospecting through initial production rollout.
• Generate pipeline through proactive, creative outbound, including personalized outreach, conferences, exclusive events, and finding warm introductions.
• Craft outbound communications that deliver real value to prospects with custom benchmarks, competitive insights, and use-case-specific demos that earn replies.
• Develop authentic champions within target accounts who advocate for AssemblyAI internally and help shepherd deals to close.
• Engage multiple leadership stakeholders in parallel, including CTO, CPO, VP Engineering, VP Product, VP of AI, and other technical decision-makers, to build consensus and de-risk deals.
• Position AssemblyAI's value and pricing against alternatives with clear, quantitative and qualitative differentiation.
• Drive urgency through business value at every touchpoint, keeping deals moving forward with intent.
• Quarterback complex, multi-threaded deals, bringing insights, perspective, and momentum to every customer interaction.
• Partner closely with Customer and Technology Teams to represent the voice of the AI-native customer and shape go-to-market strategy.
• Surface product feedback and competitive signals to Applied AI, Research, Engineering, and Marketing teams to influence roadmap priorities.
• Run data-driven pipeline reviews, forecast accurately, and maintain meticulous records in CRM to support company goals.
• Collaborate with Marketing to refine messaging, positioning, and content that resonates with technical founders and engineering leaders.
• Identify and penetrate expansion opportunities within existing customer accounts to maximize lifetime value.
• Represent AssemblyAI at targeted industry conferences, virtual events, and meetups to amplify brand presence and generate new interest.
• Maintain a disciplined sales cadence, balancing proactive outreach with thoughtful engagement that builds long-term trust.

Requirements

You have 2+ years of infrastructure or API sales experience closing deals with engineering and product audiences. You have a track record of building pipeline from scratch in fast-paced, scrappy environments. You understand technical buyers and can communicate effectively about performance, scalability, and developer experience. You are comfortable working with data, metrics, and dashboards to track progress and outcomes. You demonstrate strong written and verbal communication skills tailored to technical and executive audiences. You bring a bias for action, thriving in environments with minimal process and maximum ownership. You are comfortable navigating ambiguity and making decisions with incomplete information while maintaining forward momentum. You align with AssemblyAI's mission of building foundational voice AI infrastructure that scales to millions of users.

Nice to have

Experience selling to AI-native companies or startups in high-growth technology sectors. Background in voice, audio, or speech technology prior experience. Familiarity with large language models and modern AI infrastructure stacks. Track record of exceeding quota and achieving strong pipeline and conversion metrics. Experience collaborating closely with Product and Engineering teams to co-develop go-to-market strategy.

Practical notes

This role is based in San Francisco or New York. The engagement details and specific compensation information are not provided in the source material. No travel, visa, or deadline information is specified in the source.