Account Executive

Tray.ai•San Francisco, CA

1d•$200,000 - $300,000•Hybrid

About The Position

Tray.ai is hiring an Account Executive to support West Coast clients and help companies move from AI experiments to production deployments. Based in the San Francisco Bay Area, the Account Executive will create opportunities, build and manage a sales pipeline, win complex competitive deals with business and technical buyers, and grow accounts. The position reports to Co-Founder and Chief Revenue Officer Dom and will contribute to shaping Tray.ai’s Bay Area go-to-market approach. Tray.ai describes itself as a remote-first organization, but the role is prioritized for candidates in the San Francisco Bay Area because of its client responsibilities. The team currently works from its San Francisco office every Wednesday. The on-target total compensation is $200,000–$300,000 annually; the posting notes that pay may vary based on qualifications, experience, skills, and internal equity, and that the role also includes stock options among compensation and reward opportunities.

Requirements

4–10 years of professional experience with a strong record of selling and closing, as an Account Executive or as a founder who personally sold to customers.
At least 2 years at a seed or Series A/B company, ideally in a go-to-market role, with experience building something that did not previously exist.
Experience in a role where representatives generate a large share of their own pipeline, with the ability to explain the approach and results using numbers.
A consistent record of exceeding quota and ranking near the top of the team.
Ability to explain the AI landscape to buyers in plain language, distinguish real deployment from hype, and use AI tools in daily work.
Ability to explain a complex product to both line-of-business and technical audiences and build confidence with both.
Scrappy, competitive approach and comfort with competitive sales cycles, especially when selling against larger brands.
Based in the San Francisco Bay Area within a reasonable commute of the San Francisco office.

Nice To Haves

Founded or co-founded a startup and personally sold and closed its customers, regardless of the startup’s outcome.
Won deals as an underdog, closing at a small company against major brands in its category.
Understanding of the revenue technology stack, including CRM, sales engagement, revenue intelligence, forecasting, CPQ, billing, and RevOps tools, and how data movement between them can break.
Experience in RevOps and sales tooling, integration and iPaaS, data pipelines, or BI sold to revenue and operations teams.
Experience selling an AI product or selling to buyers evaluating AI, with a point of view on how AI is reshaping go-to-market teams.

Responsibilities

Identify target accounts and create opportunities, sourcing most of the pipeline independently.
Win competitive deals against established brands and build-it-yourself alternatives by understanding buyers’ problems.
Sell to business and technical buyers, including CROs, RevOps leaders, IT teams, architects, and security teams, partnering with Sales Engineers.
Translate customer goals into clear business cases that motivate internal action.
Retain and expand won accounts year over year.
Work with sales leadership to shape and scale the Bay Area go-to-market approach and test new customer acquisition methods.