Founding Enterprise Account Executive

About the role

You will own a strategic portfolio of enterprise accounts and drive revenue across AssemblyAI's Voice AI infrastructure offerings. You will generate pipeline through proactive, creative outbound, including personalized outreach, conferences, exclusive events, and warm introductions. You will craft tailored communications that deliver real value to prospects through custom benchmarks, competitive insights, and use-case-specific demos that earn replies. You will develop authentic champions within target accounts who advocate internally and shepherd deals to closure. You will engage multiple leadership stakeholders in parallel, including CTOs, CPOs, VP Engineering, VP Product, and other technical decision-makers to build consensus and de-risk complex sales. You will position AssemblyAI's value and pricing against alternatives with clear, quantitative and qualitative differentiation. You will drive urgency through business value at every touchpoint, keeping deals moving forward with clear intent and momentum. You will quarterback complex, multi-threaded deals, bringing insights, perspective, and ownership to every customer interaction.

Key facts

What you'll do

• Own a book of enterprise 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, including 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 and disciplined follow-through.
• Quarterback complex, multi-threaded deals, bringing insights, perspective, and momentum to every customer interaction and cross-functional collaboration.
• Partner closely with Customer and Technology Teams to represent the enterprise voice of the customer and shape go-to-market strategy, messaging, and product feedback.
• Maintain rigorous pipeline management and forecasting, ensuring transparency and alignment with company goals.
• Collaborate with Applied AI, Research, Engineering, Marketing, and Deployment teams to align on technical positioning, proof-of-concepts, and successful deployments.
• Leverage data and customer feedback to refine sales playbooks, messaging frameworks, and objection handling over time.

Requirements

• 4+ years of enterprise infrastructure or API sales experience closing large deals with engineering and product audiences.
• A track record of building pipeline from scratch and consistently exceeding quota.
• Experience selling into technical buyers who evaluate performance, scalability, and developer experience.
• Strong comfort with data, metrics, and ROI-driven conversations, including cost-per-inference and throughput implications.
• Proven ability to manage complex, multi-threaded deals with several stakeholders and decision-makers.
• Exceptional written and verbal communication skills, with the ability to translate technical concepts into clear business value.
• High ownership bias, comfort with ambiguity, and a bias for action in a fast-moving, growth-stage environment.
• Willingness to travel approximately 10-20% within North America for customer meetings, conferences, and prospecting.
• Must be legally authorized to work in the United States without sponsorship now or in the future.
• Must be located in a remote-friendly state within the US, with a preference for candidates in the San Francisco or New York metro areas.

Nice to have

• Experience in conversational AI, voice technology, or developer platforms.
• Background in startups or high-growth companies where process is less important than impact.
• Familiarity with large-scale inference platforms, API products, and infrastructure sales motions.
• Experience working with AI research teams or product teams building on top of foundational models.

Practical notes

• This role is full-time, remote-flexible with a preference for candidates based in San Francisco or New York.
• Applicants must be authorized to work in the United States without sponsorship at this time.
• Willingness to travel approximately 10-20% within North America for customer meetings, conferences, and prospecting is required.