Founding Account Executive - Onsite

Founding Account Executive (AI Infrastructure SaaS)

Location: San Francisco, CA (Onsite – 5 Days/Week)

About the Opportunity

Emerald Advantage Concepts is partnering with an innovative AI infrastructure startup to find a Founding Account Executive who is excited to help build and scale a world-class sales organization from the ground up.

Our client is developing a cutting-edge observability platform for AI agents—often described as "Sentry for AI." As AI adoption accelerates, companies need better visibility into how their AI systems perform in production, and this platform is quickly becoming an industry leader.

Backed by $15 million in seed funding from Lightspeed Venture Partners, this fast-growing, 13-person startup is experiencing significant demand and is looking for a high-performing sales professional to help shape its go-to-market strategy.

If you thrive in fast-paced startup environments, enjoy building processes from scratch, and love selling highly technical products to engineering teams, this could be an exceptional opportunity.

What You'll Do

• Own the entire sales cycle from prospecting through close.
• Manage a strong pipeline of inbound opportunities while building a scalable outbound strategy.
• Conduct discovery meetings with software engineers, engineering managers, CTOs, and technical founders.
• Partner closely with founders and engineering teams during technical evaluations and proof-of-concept engagements.
• Negotiate contracts and close complex enterprise software deals.
• Share customer insights that influence product development, messaging, and overall go-to-market strategy.

QualificationsRequired Experience

• 3–7 years of success selling technical B2B SaaS solutions.
• Experience managing the complete sales cycle from prospecting through closing.
• Experience selling to software engineers, engineering leaders, or other highly technical buyers.
• Previous experience at an early-stage startup as a Founding Account Executive or one of the first sales hires is highly preferred.

Preferred Background

Experience with companies such as:

• Sentry
• Datadog
• New Relic
• LaunchDarkly
• Similar developer tools, observability, DevOps, infrastructure, or AI platform companies

Technical Knowledge

You do not need to be an engineer, but you should confidently discuss topics such as:

• APIs
• AI applications
• Cloud infrastructure
• Developer tools
• Modern software architecture

The ideal candidate can communicate naturally with highly technical customers and quickly establish credibility.

Why You'll Love This Opportunity

• Join a rapidly growing, venture-backed AI startup at an early stage.
• Work directly with founders and engineering leadership.
• Help define the company's sales strategy and future growth.
• Make a significant impact while building your career in one of the fastest-growing sectors in technology.

Candidate Representation Notice

Emerald Advantage Concepts is committed to representing our candidates professionally throughout the hiring process.

By submitting your application, you authorize Emerald Advantage Concepts to represent you for this specific opportunity. To protect your candidacy and help prevent duplicate submissions—which may impact an employer's ability to consider your application—we ask that you do not apply directly or through another recruiting agency for this same position after authorizing us to represent you.

If you have already applied for this role or have been contacted by another recruiter regarding this opportunity, please let us know before we submit your information so we can determine the best path forward.