Account Executive

Parasail•San Mateo, CA

41d•Hybrid

About The Position

Parasail is redefining AI infrastructure by enabling seamless deployment across a distributed network of GPUs, optimizing for cost, performance, and flexibility. Our mission is to empower AI developers with a fast, cost-efficient, and scalable cloud experience—free from vendor lock-in and designed for the next generation of AI workloads. We’re a small team that ships quickly, obsesses over performance, and works side-by-side with customers to help them succeed. We’re hiring our first Account Executive to partner directly with our founders and establish Parasail’s go-to-market motion from zero. You’ll be running discovery, building pipeline, delivering technical demos, handling objections live, and closing our first customers. You’ll also help shape how we sell, from messaging, to process, to early GTM playbooks. Because we’re early stage, this role is hands-on and broad. You’ll lead everything from outbound prospecting and first calls, to POCs and onboarding, to building feedback loops with product and engineering.

Requirements

5+ years in quota-carrying sales (Account Executive, Account Manager, or similar), ideally at a developer-focused or infrastructure startup.
Technical credibility — Comfort running demos, talking APIs, and engaging with engineering leadership (without needing an SE in the room).
Track record of hitting/exceeding quota and closing new logos.
Experience selling into mid-market or late-stage startups; ability to navigate technical + business conversations.
Thrives in ambiguous, fast-paced startup environments; motivated to build from zero.
Excellent communicator who can translate technical depth into clear customer value.

Nice To Haves

Experience as an early GTM/founding AE or first sales hire.
Background in developer tools, APIs, infra platforms, or AI/ML systems.
Familiarity with presales or SE-style motions (demos, POCs, technical discovery).

Responsibilities

Build pipeline from scratch — Prospect, qualify, and drive new opportunities into the funnel.
Own the sales cycle end-to-end — Discovery, technical validation, negotiation, and close.
Run high-impact demos — Tailor demos and POCs to customer use cases; credibly speak to infra, APIs, and performance.
Handle technical objections — Partner with engineering as needed, but be able to stand on your own with CTOs and dev teams.
Define the playbook — Work with founders to codify what works, refine messaging, and build repeatable processes.
Guide onboarding — Ensure first customers integrate smoothly and hit early milestones.
Close the feedback loop — Surface customer insights to inform product and GTM strategy.