Account Executive

About the role

Focused Labs is a boutique software consultancy specializing in custom AI agents that integrate with existing systems and deliver production results. We partner with enterprises such as Hertz and PODS to modernize backend infrastructure and are now fully committed to AI. Our approach centers on strategic partnerships where we integrate with client teams, upskill stakeholders, and create internal expertise before transitioning ownership of agentic initiatives to the customer.

We operate with two foundational partners: LangChain and Honeycomb. Focused holds the distinction of being LangChain's official boutique implementation partner. In this capacity, we augment customer teams, transfer knowledge, develop in-house capabilities, and then step back to ensure clients own their agentic strategies.

The position is based in Denver, Colorado, United States.

You will own enterprise sales strategy for two motion types, guiding deals through complex cycles and shaping long term growth. You will translate founder vision into action while managing ambiguity and building systems rather than relying on rigid scripts. This role is designed for builders who prefer creating frameworks over executing predefined playbooks.

Key facts

What you'll do

Orchestrating outbound initiatives to generate net new pipeline and testing unconventional channels.

Designing partnership frameworks that align co selling teams with Focused strategic goals.

Coordinating discovery sessions with engineering to validate prospect needs and technical fit.

Drafting proposals and statements of work that clearly communicate scope and value.

Updating Hubspot and Slack with precise deal information to maintain pipeline accuracy.

Guiding deals through full sales lifecycle from initial contact to successful close.

Building repeatable playbooks for partner teams to follow and adapt over time.

Driving top of funnel campaigns alongside marketing to acquire new logos and expand accounts.

Requirements

You must have experience selling professional services into long cycles and handling complex deals.

You must thrive as a solo sales operator comfortable navigating undefined challenges without rigid guidance.

You must coordinate with founders and C suite executives to move ideas from concept to action.

You must build and scale channel relationships while coaching partners on positioning and value articulation.

Nice to have

Experience working with LangChain or Honeycomb is preferred.

Skills & tools

LangChain, Honeycomb

Who We Are

Focused Labs is a boutique software consultancy that builds custom AI agents that integrate with existing systems and actually work in production. When Focused first started, we partnered with enterprises like Hertz and PODS to modernize backend systems. Today, we are all in on AI. We strategically partner with clients, acting as an extension of their teams to build scalable, maintainable solutions.

We collaborate closely with two key partners: LangChain and Honeycomb. We are LangChain's official boutique implementation partner. As a strategic partner, we augment customer teams, upskill them, create experts, and then move on. Our goal is for clients to own their agentic efforts.

Our co-founders are technical, opinionated, and deeply involved in sales and delivery.

You'll love this role if

You understand relationship based selling. You have sold professional services before and enjoy long sales cycles and relationship building.

You have built or scaled channel partnerships and can think strategically about co selling. You know how to build relationships with partner teams, guiding them in positioning Focused.

You are energized by building something from scratch, rather than executing a proven playbook.

You have experience working as a sales team of one, and you thrive in ambiguity.

You won't love this role if

You need structure, process, and a detailed playbook before you can operate.

You want a buffer between you and the effort required to build meaningful pipeline.

You get defensive when someone challenges your ideas. We challenge each other kindly and often.

You are used to SDRs feeding you qualified leads; you will generate most of your own pipeline.

Why Join Focused

Strategy: You own strategy for the different sales motions at Focused. You will shape how Focused grows and expands.

Founder Access: You work directly with our CEO and founder. If you want to influence strategy, you actually can.

Ownership: You are not AE 120 out of 250. You are the person building our partnership strategy. Your ideas shape company direction. When something works or does not, you own it.

What you'll contribute

Generate net new revenue from outbound and partnership motions.

Find creative, practical, and flexible ways to solve difficult problems by using available resources, adapting to changing circumstances, and thinking outside the box when straightforward solutions are not available.

Provide meticulous communication with customers and internal teams, including updating slack channels and Hubspot with key information.

Own and manage the full sales lifecycle, from lead stage to close.

Own partnership strategy, building a repeatable playbook.

Understand prospect needs and fit. Coordinate technical scoping or discovery sessions with the Solutions Engineer and engineering team.

Create proposals and statements of work.

Collaborate with marketing to drive top of funnel activity for new logo acquisition and existing customer expansion.