Account Executive, Digital Native

Blacksmith•San Francisco, CA

2d•Onsite

About The Position

At Blacksmith, we’re rebuilding CI from the ground up. We provide cloud infrastructure that enables engineering teams to run GitHub Actions dramatically faster and cheaper — and we’re on a mission to build the first cloud purpose-built for CI workloads. Digital Native companies move fast. Their entire business runs on code velocity — which is exactly what we supercharge. As a Digital Native Account Executive , you’ll partner with category-defining startups and fast-growing tech companies to help them scale their engineering output, reduce costs, and unbundle their CI fleet from the hyperscalers. This is an opportunity to join a hyper-growth infrastructure company early, own a high-impact territory, and shape how a new category of CI cloud is sold. This role is in-person in San Francisco, 5 days a week. Why Blacksmith We orchestrate millions of VMs every month across our own bare-metal fleet — purpose-built for CI. More than 600+ digital natives and startups — including Ashby, Slope, AtoB, Pylon, Superblocks, and Finch — run production CI on Blacksmith. Our founders previously built large-scale distributed systems at Cockroach Labs and Faire. YC W24 alum; raised a seed round from a top-tier VC . Reached $1M ARR in under 12 months with a team of four. We’re scaling fast — and we’re just getting started. About the Role As the Account Executive, Digital Native , you will drive new business across a territory of high-growth, engineering-driven companies. You’ll own the full sales cycle: identifying high-velocity engineering organizations, establishing Blacksmith’s value, and championing CI efficiency to technical and executive buyers. This is fundamentally a hunter role : net-new logo acquisition across a large, dynamic Digital Native market. You’ll collaborate closely with our founders, engineers, and solutions team to deliver value and build repeatable motions for the segment as we scale.

Requirements

Have 3+ years of quota-carrying AE experience. Preferably selling infrastructure, developer tools, cloud services, or technical SaaS to engineering-driven organizations.
Are a true hunter. You love net-new logo acquisition, building your territory, and finding creative paths into high-growth companies.
Know how to sell to engineering & technical buyers. You’re credible in deeply technical conversations and understand CI/CD, cloud optimization, DevOps workflows, or similar domains.
Operate with a builder’s mindset. You want to influence how a sales motion is developed — not just follow one.
Use modern sales methodologies. Experience with MEDDICC, Challenger, command of the message, or similar frameworks.
Communicate with clarity and confidence. You can simplify complex infrastructure narratives and tailor them to founders, platform teams, or CTOs.
Move fast, follow up relentlessly, and enjoy the chase. Digital Natives expect speed — you thrive in it.

Nice To Haves

Experience selling into Digital Native or startup ecosystems.
Familiarity with PLG-adjacent signals, cloud economics, or CI/CD pipelines.
Entrepreneurial background (side projects, early-stage startups, etc.).
Ability to build repeatable processes from scratch.

Responsibilities

Drive revenue across a large Digital Native territory
Prospect, identify, qualify, and close net-new opportunities.
Run a structured, value-driven sales process from first outbound to close and handoff.
Multithread across ICs, engineering leadership, platform teams, DevOps, and C-level buyers.
Own end-to-end pipeline generation
Build your own pipeline through outbound, targeted campaigns, and creative prospecting.
Leverage product signals, usage patterns, and founder/VC networks to identify high-potential accounts.
Sell a deeply technical product
Partner with solution engineers to run technical discovery, demos, and POCs.
Understand CI workloads, cloud cost architecture, competitive alternatives, and performance-based differentiation.
Navigate engineering-centric buying motions with a consultative, value-driven approach.
Execute with excellence
Develop and present persuasive value propositions tailored to engineering leaders and founders.
Negotiate SaaS and infrastructure contracts with procurement and technical stakeholders.
Forecast accurately and manage a high-velocity pipeline with discipline.
Collaborate cross-functionally
Work with product to inform roadmap decisions based on customer needs.
Provide crisp market feedback to help refine messaging, positioning, and playbooks.
Help define and evolve our Digital Native GTM motion as an early team member.