Account Executive

Blackbird.AI•Washington, DC

34d•$110,000 - $150,000•Hybrid

About The Position

BLACKBIRD.AI protects organizations from narrative attacks created by misinformation and disinformation that cause financial and reputational harm. Our Constellation AI-driven Narrative Intelligence Platform identifies key narratives that impact organizations and governments, the influencers behind them, the networks they touch, the anomalous bot behavior that scales them, and the cohorts and communities that connect them. This information enables organizations to proactively understand narrative threats as they scale and become harmful, for better strategic decision-making. A diverse team of AI experts, threat intelligence analysts, and national security professionals founded Blackbird.AI to defend information integrity and fight a new class of narrative threats. As an Account Executive, you'll report to the CRO. You'll run a full-cycle sales motion - prospecting, qualifying, and closing new business while expanding a book of accounts - selling Blackbird.AI's Narrative and Risk Intelligence Platform to security, communications, marketing, and risk leaders. You'll partner closely with Product, Partnerships, Marketing, Solutions Engineering, and Customer Success to continuously feed back on our messaging, positioning, and roadmap.

Requirements

3+ years selling B2B software/SaaS in a fast-paced, competitive market, with a track record of meeting or exceeding quota.
A proven ability to discover, build, and close net-new business and to expand existing accounts.
Disciplined forecasting and CRM hygiene - you treat forecast accuracy as part of the job, not an afterthought.
Sound judgment handling sensitive and confidential data responsibly and in line with policy.
Tech and AI savvy - fluent with modern sales and productivity tools, comfortable demoing a technical SaaS platform, and conversant in AI concepts enough to speak credibly with technical buyers and explain how our AI-driven intelligence creates value.
Hands-on with AI tools - you actively use AI tools (e.g., Claude, ChatGPT) in your day-to-day sales workflow to research accounts, prep for calls, personalize outreach, and draft follow-ups, and you can show how AI makes you faster and sharper. You're quick to adopt new tools as they emerge.
Strong discovery, storytelling, and presentation skills - you can make a complex solution feel clear and compelling to any audience.

Nice To Haves

Experience selling into or alongside security, risk, communications, marketing, or brand buyers (a plus).
BS/BA in a technology-related field, or equivalent experience.
B2B, AI, and/or startup experience (Seed through Series C).
Familiarity with narrative intelligence, threat intelligence, brand risk, or disinformation-adjacent categories.

Responsibilities

Own a full-cycle sales process for new-customer acquisition and expansion, from prospecting and discovery through close.
Lead multi-stakeholder deals using a consultative, relationship-driven approach with buyers across security, communications, brand, and risk functions.
Learn the platform deeply and align Blackbird.AI's AI-driven capabilities to each client's most strategic brand, communications, and risk needs - translating sophisticated technology into clear business value.
Build and maintain a balanced pipeline of multiple opportunities against quarterly and annual growth targets.
Maintain forecast truth: keep an accurate, honest forecast and a current CRM at all times. Commit, best-case, and pipeline categories mean what they say, at-risk deals are surfaced early rather than late, and leadership can plan on your number. Forecast integrity is a core measure of performance in this role, weighted alongside quota attainment.
Handle data responsibly: manage all prospect and customer data in compliance with Blackbird.AI's data protection, privacy, and security policies and applicable regulations (e.g., GDPR, CCPA). Capture, store, and share information only in approved systems and strictly on a need-to-know basis, and complete required security and compliance training.
Share field and customer feedback with Product, Marketing, and Solutions Engineering to sharpen our messaging, positioning, and roadmap.
Represent Blackbird.AI at relevant industry events and conferences.