Account Executive

Cartesia•San Francisco, CA

30d•Onsite

About The Position

Our mission is to build the next generation of AI: ubiquitous, interactive intelligence that runs wherever you are. Today, not even the best models can continuously process and reason over a year-long stream of audio, video and text—1B text tokens, 10B audio tokens and 1T video tokens—let alone do this on-device. We're pioneering the model architectures that will make this possible. Our founding team met as PhDs at the Stanford AI Lab, where we invented State Space Models or SSMs, a new primitive for training efficient, large-scale foundation models. Our team combines deep expertise in model innovation and systems engineering paired with a design-minded product engineering team to build and ship cutting edge models and experiences. We're funded by leading investors at Index Ventures and Lightspeed Venture Partners, along with Factory, Conviction, A Star, General Catalyst, SV Angel, Databricks and others. We're fortunate to have the support of many amazing advisors, and 90+ angels across many industries, including the world's foremost experts in AI. We're looking to hire an Account Executive to accelerate our sales efforts and help scale our high-velocity sales motion. As a key member of our early GTM team, you'll be responsible for driving a high volume of deals through the full sales cycle—from prospecting and discovery through to negotiation and close—with a focus on converting product-led growth leads and landing mid-market accounts at scale.

Requirements

4+ years of B2B SaaS sales experience at a high-growth technology company with a proven track record of consistently exceeding quota
Experience selling API products, developer tools, or technical infrastructure at a venture-backed startup
Strong ability to close high volume of deals per quarter, with deal sizes ranging from $20K-$200K ACV
Demonstrated success in high-velocity environments: comfortable managing high activity levels, rapid follow-up, and compressed sales cycles
Entrepreneurial self-starter who thrives with autonomy, limited resources, and full ownership of your pipeline and accounts
Technical curiosity and ability to quickly learn APIs, AI models, and developer-focused products to speak credibly with technical evaluators
Customer-first mindset: skilled at discovery, objection handling, negotiation, and building relationships that drive renewals and expansion
Excellent communicator who can influence cross-functional stakeholders, build urgency with buyers, and confidently run complex sales processes
Builder mentality: experienced in outbound prospecting, PLG conversion strategies, and creating repeatable processes that scale

Nice To Haves

Background selling AI/ML, Voice AI, or developer platforms to technical and business buyers.
Track record scaling from early-stage to Series A/B and adapting sales motions as the business grows.
Technical degree (CS, Engineering, Math, etc.) or solutions engineering background.
Familiarity with product-led growth motions and converting self-serve users to paid customers.

Responsibilities

Own the entire sales cycle for active opportunities: prospect, qualify, run discovery, build business cases, and close deals with urgency and efficiency.
Drive high-volume pipeline generation through a mix of PLG conversion, monitoring automated outbound prospecting programs, and inbound follow-up to consistently hit monthly and quarterly targets.
Land mid-market accounts by building strong relationships with champions, driving quick adoption, and identifying expansion opportunities.
Coordinate with Customer Success to expand key customers within the segment who are reaching contractual limits, or have additional identified use cases.
Build relationships with business buyers, department heads, and VPs by understanding workflows, pain points, and ROI drivers in fast-moving sales cycles.
Collaborate directly with founders to refine our mid-market sales playbook, outbound cadences, pricing strategies, and sales collateral.
Partner with Product, Marketing, and Customer Success to translate customer insights into product improvements, better messaging, and smoother handoffs.
Establish scalable sales processes including qualification frameworks, demo best practices, and repeatable closing tactics that enable the team to grow.
Deliver compelling product demos and proposals that clearly articulate value and accelerate decision-making in 30-60 day sales cycles.
Provide market and customer feedback to leadership to inform product strategy, pricing, and segmentation.