AI Native Startups Account Executive

AssemblyAI•San Francisco, NY

2d•Hybrid

About The Position

AssemblyAI builds best-in-class Voice AI models powering the next generation of voice applications. The Voice AI space is at an inflection point, and AssemblyAI is looking for individuals excited to join a small team and help define the future of the industry. AssemblyAI is a capital-efficient AI company with a proven business model and a steep growth trajectory. The company operates as a meritocracy, offering significant ownership and impact to its employees. With thousands of customers, AssemblyAI processes over 2 million hours of audio daily and handles more than 1 million API calls every day. This role is a growth-stage opportunity within a small, impactful team. AssemblyAI is committed to creating an inclusive environment where employees can bring their full selves to work and have equal opportunities to succeed.

Requirements

2+ years of infrastructure or API sales experience closing deals with engineering and product audiences.
A track record of building pipeline from scratch, with experience breaking into cold accounts and creating opportunities where none existed.
Technical fluency: comfortable discussing API architectures, model accuracy tradeoffs, and deployment options with engineers and technical decision-makers.
Demonstrated ability to identify and develop champions who advocate internally on your behalf.
A high sense of urgency and ownership; ability to move deals forward and prevent them from going stale.
Comfort selling in a frictionless, product-led motion where customers stay because the product wins.
Deep understanding of procurement, legal, and security review processes, with the ability to drive velocity through complex commercial cycles.
Willingness to travel to drive impact - expect to be on the road 50%+ of each month for customer visits, industry events, and team offsites.

Responsibilities

Own a book of AI-native startup accounts, leading potential customers across the full sales cycle from prospecting through initial production rollout.
Generate pipeline through proactive, creative outbound efforts, including personalized outreach, conferences, exclusive events, and seeking warm introductions.
Craft outbound communications that deliver real value to prospects, such as custom benchmarks, competitive insights, and use-case-specific demos.
Develop authentic champions within target accounts who advocate for AssemblyAI internally and help shepherd deals to close.
Engage multiple leadership stakeholders in parallel (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.
Quarterback complex, multi-threaded deals, bringing insights, perspective, and momentum to every customer interaction.
Partner closely with Customer and Technology Teams to represent the voice of the AI-native customer and shape go-to-market strategy.