Account Executive (Commercial / AI-Native)

WorkOS•San Francisco, CA

1d•Remote

About The Position

WorkOS builds tools and services for developers to help them implement authentication, identity, authorization, and overall enterprise readiness. We’re a fully distributed team with employees across North American time zones. We’re well-funded, having raised $100m in funding from top investors including Greenoaks Capital, Lachy Groom, and Lightspeed Ventures. Our fast-growing customer base includes rapidly growing SaaS companies like OpenAI, Cursor, Perplexity, Vercel, Plaid, and hundreds of others. WorkOS has a strong bottoms-up, developer-first GTM motion and we’re building the next chapter of our sales team. As an Account Executive, you’ll own pipeline and revenue from end-to-end, selling to product-minded developers and technical leaders at fast-growing companies. This role is designed for high-agency sellers who thrive in early GTM environments, love being in the market, and want to experiment with new ways to build pipeline, especially with AI-native workflows. You’ll work closely with Solutions Engineers and customer-facing engineers to deliver a technical, consultative buying experience.

Requirements

Experience in SaaS sales or a strong foundation in a quota-carrying role; comfort operating in ambiguity
Strong communication and relationship-building skills with technical stakeholders (engineers, PMs, CTOs)
High agency and competitiveness, you create momentum rather than waiting for it
Comfort using modern tools (AI, automation, enrichment, workflow builders) to increase output and quality
Excited to spend meaningful time in-person with customers and prospects (events, meetings, community)

Responsibilities

Own the full sales cycle: prospecting, qualification, discovery, demos, closing, and expansion
Build pipeline through a mix of outbound, inbound follow-up, and in-person events (especially in SF and New York)
Develop internal champions by selling to a technical audience with a developer-first approach
Run experiments to improve conversion across top-of-funnel, evaluation, and close (messaging, targeting, tooling, events, sequences)
Partner closely with Solutions Engineers to drive evaluations forward and create delightful technical buyer experiences
Maintain rigorous pipeline hygiene, forecasting, and reporting
Share feedback from the field to improve product, positioning, and GTM strategy