Account Executive

Stacklok•Bellevue, WA

14d•Hybrid

About The Position

Stacklok, founded by Kubernetes co-creator Craig McLuckie , is building the future of secure context delivery for enterprise AI. Our flagship platform, Toolhive Enterprise, is the first enterprise-grade solution for orchestrating Model Context Protocol (MCP) servers at scale. Trusted by the Fortune 500, Toolhive enables organizations to securely connect generative AI to internal data, APIs, and knowledge bases, without sacrificing security, compliance, or governance. With Stacklok, enterprises can move beyond pilots and confidently operationalize AI in production. Connect With Us! Location This is a hybrid role that requires in-person work three days a week: Tuesday, Wednesday, and Thursday. We believe this approach balances flexibility with the value of in-person collaboration and community. Our current office is located at: US Bank Plaza 10800 NE 8th Street, Suite 210 Bellevue, WA 98004 This role also requires the ability to travel regularly for customer meetings and on-site engagements. The Opportunity We are hiring our first Account Executive, a foundational, tone-setting role that will help define how we go to market. To date, our sales motions have been founder-led. We are now at a clear inflection point as enterprise interest accelerates and requires dedicated ownership. ToolHive is the open source project we created to simplify the deployment and management of Model Context Protocol (MCP) servers, delivering ease of use, consistency, and security. It has gained strong community adoption and traction. Building on that momentum, we are launching the ToolHive Enterprise Platform to bring secure, governed, enterprise-grade MCP adoption. Interest from Global 2000 companies is increasing, with active inbound engagement and evaluations underway. This role offers a rare opportunity to work closely with a proven leadership team with multiple successful exits, engage directly with enterprise customers shaping the future of AI agents and platform engineering, and help define how a new category is introduced to the enterprise market. The Account Executive will take ownership of active founder-led opportunities, open new enterprise accounts, and play a central role in establishing our early sales principles, motions, and go-to-market foundation. This is not a scaled sales role or a relationship-management position. We are looking for a hands-on, high-performing seller with the drive to build, hunt, and close. The ideal candidate has been an early sales hire at a B2B technology startup, is comfortable operating without heavy process or brand pull, and is energized by the opportunity to help turn open source momentum into a repeatable enterprise business. What Success Looks Like: First 6-12 months Months 1-6: Built strong fluency in Stacklok’s products, value propositions, and enterprise MCP adoption patterns. Took ownership of active opportunities in the founder-led pipeline, advancing them by coordinating executive sponsors and technical experts. Identified target accounts across key verticals and partnered with Marketing to launch targeted account-based programs. Established and refined early sales plays and supporting processes that formed the foundation of a repeatable GTM motion. Influenced the build-out of Stacklok’s GTM tech stack with RevOps to improve visibility, reporting, and operational efficiency. Months 7-12: Met or exceeded Stacklok’s FY27 sales targets through consistent, disciplined execution. Reported sales performance, pipeline health, and KPIs to Stacklok’s leadership and board with clarity and reliability. Identified opportunities to improve conversion rates, deal velocity, and pipeline health, and implemented changes that delivered measurable improvements. Contributed insights that shaped FY28 targets, forecasting, and planning for future sales hiring and team structure. In This Role, You Will Lead Stacklok’s enterprise GTM motion and engage C-level and VP-level stakeholders at Global 2000 companies. Manage strong inbound demand while driving a proactive outbound motion targeting companies and leaders working to unlock or improve outcomes from AI agents and assistants through secure, governed, and scalable MCP adoption. Partner closely with Stacklok engineers and executive sponsors to support evaluations, workshops, and technical deep dives that move deals forward. Collaborate with Marketing and RevOps to prioritize target accounts, activate campaigns and events, coordinate outreach, facilitate workshops and projects, and deliver personalized content and experiences that support enterprise evaluations and deal progression. Maintain strong CRM hygiene, accurate forecasting, and disciplined data practices within a lean GTM tech stack. We understand Not everyone will meet every requirement listed, and that’s perfectly okay. We encourage you to apply regardless of your self-assessment. We value a diverse range of skills and experiences and believe your unique perspective can make a significant impact. We want to hear from you!

Requirements

Proven enterprise sales performance : A demonstrated history of meeting or exceeding enterprise quotas, with clear ownership of pipeline, forecasting, and closed revenue.
Net-new, hunter-orientation: Experience opening and closing new business in large, complex organizations, selling to senior technical and executive buyers including CTOs, CIOs, VPs of Engineering, Platform Engineering, or Application Development.
Early-stage builder experience: Background as an early AE, first regional seller, or member of a small GTM team, operating without mature process, abundant inbound, or strong brand pull.
Developer-centric and open source selling experience: Experience selling developer-focused, infrastructure, DevOps, platform engineering, cloud, or data products. Open source commercial selling experience is strongly preferred.
Technical curiosity and credibility: Ability to explain products at multiple levels of depth and engage engineering-led buyers with confidence, without requiring a formal engineering background.
Strong execution and deal judgement: Effective qualification, prioritization, and management of a high volume of concurrent enterprise opportunities.
CRM discipline and data rigor: Consistent use of CRM and a lean GTM tech stack to support accurate forecasting, clean reporting, and data-driven decisions.
Collaborative, feedback-driven mindset: Close partnership with Product, Engineering, Marketing, and leadership, with a willingness to surface customer feedback and market insights.
Builder mentality and market-shaping mindset: Motivation to help define a category and shape enterprise adoption patterns for MCP, contributing to the foundation of Stacklok’s GTM function.
Comfort with ambiguity and change: Effectiveness in fast-moving, evolving environments and ownership amid uncertainty.

Responsibilities

Lead Stacklok’s enterprise GTM motion and engage C-level and VP-level stakeholders at Global 2000 companies.
Manage strong inbound demand while driving a proactive outbound motion targeting companies and leaders working to unlock or improve outcomes from AI agents and assistants through secure, governed, and scalable MCP adoption.
Partner closely with Stacklok engineers and executive sponsors to support evaluations, workshops, and technical deep dives that move deals forward.
Collaborate with Marketing and RevOps to prioritize target accounts, activate campaigns and events, coordinate outreach, facilitate workshops and projects, and deliver personalized content and experiences that support enterprise evaluations and deal progression.
Maintain strong CRM hygiene, accurate forecasting, and disciplined data practices within a lean GTM tech stack.

Benefits

We offer competitive compensation, equity, comprehensive healthcare, and a flexible work environment - including adaptable work hours and flexible PTO to support your success.

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